Rick Page Is The Author Of The #1 Sales Bestseller “Hope

Better Essays

Rick Page is the author of the #1 Sales Bestseller “Hope is Not A Strategy”. Page focuses his work on developing the best strategies to win the complex sale in an ever-changing environment. He refers to these strategies as the “six keys” that are designed for sales professionals to succeed in various selling environments. Page’s book is comprised into four sections with a series of chapters each emphasizing different topics of importance. The first section is entitled the, “The Challenge—The Complex Sale”. This section gives an overview of what a complex selling environment is, the factors that are causing it to become more complex, uncontrollable external effects, and distinctive talents needed in various selling environments. Page deems …show more content…

Page lists the seven types of sellers as the teller, seller, hunter, farmer, business developer, partner and industry-networked consultant. Team selling of this sort is designed to create total sales force effectiveness with a combination of technique, talent, teamwork and technology. These elements along with understanding the strengths of your team and constant communication are critical in having effective team selling to aid in simplifying a complex selling environment. The second section of the book is entitled, “The Solution—R.A.D.A.R.”. This section provides the bulk of information and strategy in the book. It provides insight to reading accounts and deploying appropriate resources. This is where the six keys to winning a complex sale takes center stage. The six keys are pain linkage, qualifying prospects, building competitive preference, determining the decision make process, selling to power, and communicating the strategic plan. Although the steps are listed sequentially, to be successful, salespeople conduct them simultaneously. The initial step is to learn about the client’s pains and/or opportunities to gain through a needs assessment. This is critical in every selling environment to effectively satisfy what they are looking for. Is important to identify operational, cultural, financial, political, and strategic pains. Differentiating and understanding client needs from client

Get Access