Summary of Hope Is Not a Strategy
The 6 Keys to Winning the Complex Sale
© 2002 McGraw-Hill
The more complex the sale, the more complicated the purchase, the more buyers are seeking solutions instead of services or products.
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
Comment on this summary
Contained in Knowledge Pack:
Knowledge PackHard SellingDon’t waste your time being nice. It’s selling you want.
Knowledge PackComplex SaleThe more complicated the sale, the more political skill it takes.
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