Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale: The 6 Keys to Winning the Complex Sale

by Rick Page

He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to:

Genres: Business, Buisness

192 pages, Paperback

First published September 1, 2001

About the author

A recognized authority in the complex sale arena, Rick Page has trained salespeople from more than 50 countries during his long and distinguished career. One of the foremost experts on sales management and selling, Rick continues to develop innovative sales programs and is the author of Hope Is Not A Strategy - The 6 Keys to Winning The Complex Sale and Make Winning A Habit - 20 Best Practices of the World's Greatest Sales Forces.

As executive vice president of Dun & Bradstreet Software (formerly Management Science America), Rick initiated a strategic sales training program for the global sales force. While at the company, Rick also led one of its most successful regions, managing more than 100 consultants and 50 sales reps for a $50 million profit center.

In 1994, Rick founded The Complex Sale, Inc. which has provided sales consulting and training methodologies to more than 35,000 sales reps worldwide in the information technology, consulting, telecommunications, medical and financial industries.

Additionally, Rick has shared his expertise with the readers of Consultant News and Solutions Integrator, as well as attendees of the Stanford Executive Briefing and numerous other prestigious conferences.

Rick holds a Master of Business Administration from the University of North Carolina at Chapel Hill.

Reviews

[Arash Narchi · Rating 5 out of 5]

So many books on business / sales are fluff and a waste of time. This book is the total opposite and it has stood the test of time for 20+ years. Must read if you work in complex B2B sales.

[Andy · Rating 4 out of 5]

Taught me that "You must pick the battles you can win, then win the battles you pick."

Do not try to turn an unqualified lead into a qualified lead...instead focus on targeting the right buyers.

[Kate · Rating 4 out of 5]

Anyone doing sales that are not straight shot one and done simple widgets should read this book. It's older but the concepts still apply well. I was able to quickly relate the concepts back to my service sales.

[David · Rating 3 out of 5]

Nothing really new in this book - but a good collection of strategies. Chapter 6 seems to summarize the whole book in about 4 pages. I'm not really in sales myself but I think the RADAR (Reading Accounts and Deploying Appropriate Resources) along with its six steps was an interesting way to summarize a strategy.

[Lemy]

Looking forward to read it :)

[Gordon · Rating 4 out of 5]

My old boss gave me this book seevral years ago and I read it once a year. It is a good guide for deal making in today's evolving economy.

[Greg · Rating 4 out of 5]

This book is valuable as a tease for the larger consulting/training from The Complex Sale. The system is useful for analyzing and adapting to different buyer personalities.

[Gretchen Schott · Rating 4 out of 5]

Love Rick Page! I am now a fan! Easy read. The 1st of several stratgies for selling better.

[Srinivasan Nagobarao · Rating 5 out of 5]

Amazing book for sales professionals, a must read to understand the complexity of sales and how to manage it

[Rick · Rating 3 out of 5]

Interesting book that formed the basis of R.A.D.A.R sales training. Some things are useful acrooss all sales jobs but the focus is on large-scale complex sales.

[Paul Lanigan · Rating 5 out of 5]

One of the best books I've read on the politics of the complex sale

[Aasim Waheed · Rating 5 out of 5]

Excellent book; highly recommended for all sales persons and specially for all sales managers. Very practical with useful hints.

[Fai Poon]

Read through it during my trip to Asia. Need to read it again at some point to understand some of the concept.

[Keith Brooks · Rating 4 out of 5]

A number of dogears but much of this is rehashed all over.

[Jim Thomas · Rating 3 out of 5]

It is a detailed sales process for key account management.