May 2002 Track Selling Times Book Review
 Book Review -
Hope Is Not a Strategy:
The 6 Keys to Winning the Complex Sale
by Rick Page
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In Hope Is Not a Strategy: The 6 Keys to the Complex Sale, Rick Page offers an organized structure for completing the selling process in today's multifaceted business environment. He notes that outdated and routine traditional sales methods are inadequate in obtaining a prospect's account. Today's business climate requires a systematic and intelligent strategy, which Page presents as a simple, six-step process to winning sales opportunities.
Page outlines a successful methodology for coaching salespeople on selling high value complex solutions to complex buyers. He succeeds in clearly describing this intricate sales process by revisiting the basics and then exposing the reader to new selling tactics. Common sales mistakes are identified, and suggestions for avoiding these are explained. This book goes beyond sales training and provides tactics for sales effectiveness and establishing relationships with the decision makers.
This book is well written and easy to understand. By simplifying complex selling and providing expert advice, Page supplies salespeople with the methods to adapt to the changing landscape of sales and achieve success in the new economy.
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