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Hope Is Not a Strategy
Book

Hope Is Not a Strategy

The 6 Keys to Winning the Complex Sale

McGraw-Hill, 2002 подробнее...

автоматическое преобразование текста в аудио
автоматическое преобразование текста в аудио

Editorial Rating

9

Qualities

  • Innovative
  • Applicable

Recommendation

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. getAbstract.com notes 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.

Take-Aways

  • Buyers aren’t looking for products and services. They’re looking for solutions to their problems.
  • Clearly link any solution you offer to a problem at the right level.
  • Establish a stronger link between your solution and the issues that matter most to the client.

About the Author

Rick Page is founder of The Complex Sale, an Atlanta, Georgia, company that provides sales consulting and training worldwide.


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    M. A. 5 months ago
    Interesting
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    A. A. 7 years ago
    I disagree, after you have tried everything and given it your best shot, then hope is the only strategy.