Summary of Hope Is Not a Strategy

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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; and
  • How sales strategies should be derived, tested and employed.
 

About the Author

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

 

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...

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    Ashish Agarwal 2 years ago
    I disagree, after you have tried everything and given it your best shot, then hope is the only strategy.