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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
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Sales rank 21,735
Customers rating (based on 44 reviews)
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"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. 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: - Identify and sell to a prospect's business "pain"
- Qualify a prospect
- Build competitive preference
- Define a prospect's decision-making process
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| Publisher | McGraw-Hill | | Release date | 03/2003 | | Availability | Usually ships in 24 hours | | Edition | Paperback |
| | List price | $18.95 | | Our price | $12.89 (you save 31.98%) | | Used price | from $1.68 |
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 Seasoned Advice from a Sales Expert
No other book I have read so clearly and thoughtfully outlines the complex sale--with all its false roads, pitfalls, and hazards--than this book. A must read for any consultative salesperson. And since the author is local, I am looking forward for the opportunity to meet him soon.
The only criticism is that clearly each unit could be a book unto itself, and Rick seems very aware of this. I hope there will be many follow-up books after this one.
 Abandon Hope All Ye Who Enter Here
The author is no Dante, but reading this book should be a punishment reserved for one of the rings of hell.
If you possess a modicum of common sense and sales acumen, this book is worthless. I "hope" you don't waste your money on this and I "hope" the author never publishes anything else. There are some wonderful books about selling available, this is not among them.
 Great for Sales Managers not enough detail for reps.
Solid book on complex selling but sense it is written by a sales manager and not someone is fighting in trenches it lacks the detail that I was Hoping for. Like most of the complex selling books the author has not sold in over 20 years and a lot has changed. I also found that his motive for writing the book was great but not really evolved. Rick wrote the book because he felt that Strategic Selling did not have a Strategy and Solution Selling did not have a Solution and SPIN is a single sales technique. All of Rick's points are correct and accurate but his books does not go deep enough to complete the whole picture. If you are sales manager this is your book but if you are a rep and need to go deeper and you should check out Selling in a New Market Space which is written by a field rep and balanced by the co-author who is a sales process consultant.
Simple analysis of the complex sale
Great book that gives you pause for thought throughout the chapters. Excellent analysis of the evolution of the salesman and how what most of what they are doing during a complex product sale isn't working. Read the book and the first few paragraphs of the first Chapter ("Out of Control") will make you think the book was written about you, or your sales team.
This book is for the Big Boys and Girls in Business Development
Rick Page has written, in my opinion, the book that separates the men from the boys in complex sales. If you are in consultative sales and live day-to-day in a complex selling world then you should read this book.
Plenty of charts and tools to help you with navigating the sales pursuit and loads of insight into how to properly qualify leads, create competitive preference and many other topics that are vital to business development executives.
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