Summary of Hope Is Not a Strategy

The 6 Keys to Winning the Complex Sale

McGraw-Hill, more...

Buy the book

Hope Is Not a Strategy book summary
The more complex the sale, the more complicated the purchase, the more buyers are seeking solutions instead of services or products.

Rating

9 Overall

10 Applicability

8 Innovation

9 Style

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.

In this summary, you will learn

  • How to make complex sales in tough sales environments
  • How sales strategies should be derived, tested and employed
 

Summary

How Selling Has Changed
Selling is not what it used to be. The forces responsible for the increasing complexity and difficulty of making sales include: More products and services are becoming commodities as differentiation disappears. Cost-focused buyers are eliminating...
Get the key points from this book in less than 10 minutes. Learn more about our products or log in

About the Author

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


Comment on this summary

More on this topic

Contained in Knowledge Pack:

  • Knowledge Pack
    Hard Selling
    Don’t waste your time being nice. It’s selling you want.
  • Knowledge Pack
    Complex Sale
    The more complicated the sale, the more political skill it takes.

Customers who read this summary also read

More by category