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Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale [Hardcover]

Rick Page (Author)
4.5 out of 5 stars  See all reviews (24 customer reviews)

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Book Description

Publication Date: January 2002 | ISBN-10: 0966910249 | ISBN-13: 978-0966910247
Business-to-business team selling has never been easy. In today's new economy – where an organisation's technology, processes and power-holders can change overnight – it's riskier than ever. Multimillion-pound deals can spin out of control in a heartbeat. And the time-honoured methods that once made salespeople and sales managers successful just don't apply anymore.
Now for the good news: new methods do apply, are simple and work. And they're revealed in this break-through new book by Rick Page, one of the foremost authorities on B2B team selling. Page analyses the five major trends facing selling today, and presents solutions that prepare salespeople and sales managers for survival.
Page is widely known for having reduced the art of the complex sale to its simplest form. His R.A.D.A.R.® methodology demystifies the selling process, and is used by world-class sales and consulting organisations to win more deals, and win them faster. In Hope Is Not A Strategy: The 6 Keys to Winning the Complex Sale, he outlines this approach for readers everywhere, in a style as entertaining as it is instructive.

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Review

"Hope Is Not A Strategy is must reading for today's sales professionals and consulting partners. It is required for all my Business Development Managers." -- Steve Dmetruk, Partner, Deloitte Consulting

"It is required reading for all my students and I recommend it to all of my clients." -- Tom Kosnik, Consulting Professor, Stanford University.

From the Back Cover

Put your team on top with winning B2B sales strategies and techniques

"No longer is being 'a closer" the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado

How do leading world-class sales and consulting organizations consistently land the big clients and the huge contracts, even in the fast-changing, risk-laden new economy? The world's leading authority on B2B team selling is about to show you. In his runaway bestselling guide to sales excellence, Rick Page reveals the breakthrough selling strategies that have made superstars of thousands of his students.

Combining a commonsense approach with the best kept secrets of the world's most successful sales people, this book presents a proven, six-step process for winning sales opportunities and shows you how to:

  • Sell to a prospect's strategic business "pain" for greater value
  • Qualify the prospect for forecasting accuracy
  • Differentiate your solution to build competitive preference
  • Link your strategy to the prospect's decision-making process
  • Sell to power by finding the key to buyer politics
  • Communicate your strategy throughout your team
--This text refers to the Paperback edition.
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Things were going fine in this sale at the beginning but now you feel something's not right. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

Most helpful customer reviews
5.0 out of 5 stars Excellent Concise Reading July 24 2012
By BrianM
Format:Paperback|Amazon Verified Purchase
Hope is not a Strategy is being used by my sales team to increase their skill level in selling the complex sale. Rick has done an excellent job walking through each step to consider in pursuing sales that are not 1:1 but 1:many. Appreciate all that this book brings to increase the sales intelligence of my team.
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4.0 out of 5 stars Excellent Practical Examples Jun 25 2004
By Desmond Chow
Format:Paperback
This book is about sales strategy and techniques in complex sales situation. It contains many examples of author¡s real experience. These examples is the best element in the book. They illustrate the author¡s ideas/concepts perfectly. Practical, Concise, Easy to Understand. It is better to read than amateur work of consultants, professors.

This book preaches on long-term, win-win relationship with customers. Not those type of ¡§hit-and-run¡ sales.

There isn¡t really breakthrough ideas/concepts. It is more a combination of conventional ideas/concepts, which are still relevant in today¡s complex sales situations. Having said that, there are charts and contents useful for personal reminders and internal training.

Rick Page tried to create analogy between some sales concepts and warfare. But some of such analogies are not easy to understand.

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5.0 out of 5 stars Packed With Knowledge! April 22 2004
By Rolf Dobelli
Format:Paperback
This is an excellent handbook for salespeople in search of a simple summary of the principles of selling complex and costly products and services in a difficult environment. Author Rick Page offers nothing startlingly new, but he does a good job of collecting and presenting the most noteworthy points from collective conventional wisdom about selling. He illustrates these points with amusing, memorable anecdotes. His book is well written, well organized and quite readable. He probably has a point or two to offer even the most experienced and successful salesperson. We note that chapter six summarizes the meat of the book in just three pages, so - until you have time to read the book - time-pressed salespeople could start by glancing at this section to begin to learn what really matters most in a complicated sales effort.
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Most recent customer reviews
5.0 out of 5 stars Go Beyond Sales Scripts to Adding Value for Customers
Hope Is Not a Strategy is most valuable for those who are new to large account and large ticket selling. Read more
Published on Jun 10 2003 by Donald Mitchell
5.0 out of 5 stars Better than you expect it to be!
I am an avid reader, and successful sales executive. I have read nearly every book in the bibliography and many others on sales. Read more
Published on May 14 2003 by Robert Burns
2.0 out of 5 stars Dry & Boring!
I've heard so many good things about this book and was really excited to read it. The excitment quickly died when I started to read it. Read more
Published on Feb 20 2003 by Read
1.0 out of 5 stars This book is a waste of money
It is fulll of insightful sounding phrases but has very little of substance to offer.
Published on Sep 25 2002
5.0 out of 5 stars IF YOU ARE IN SALES (COMPLEX) YOU MUST READ THIS
make this your outline for success and You will do great. Rick's book hits on all points. A must read for the sales pro.
Published on Sep 7 2002 by Mike Kreitzinger
5.0 out of 5 stars It is very good book to start
this is a very good book to start if you want to start your career in sales. it is easy to read,understand, and helpful.
i highly recommend this book.
Published on July 20 2002 by sayed omar
5.0 out of 5 stars Praise from another author
Rick Page understands complex selling. His track record, the success of his company, his large number of followers and now this book bear that out. Read more
Published on May 2 2002 by "howwinnerssell"
5.0 out of 5 stars Selling to Power
Rick's methodology in Hope is not a Strategy is the most complete collection of sales clarity I have read. Read more
Published on Mar 25 2002 by Steve Hicks
5.0 out of 5 stars Absolute "must read" for anyone selling in today's global ec
This book has a wealth of insight and experience related to selling in today's complex environment. It helps you revisit the basics and exposes you to new sales tactics along the... Read more
Published on Mar 14 2002 by JOHN ROLLINS
5.0 out of 5 stars A classic book on selling!
Hope Is Not a Strategy is is a classic book on selling. It is well written and is a quick read. It is a must read for anyone associated with selling. Read more
Published on Mar 14 2002 by Steve Dmetruk
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