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Index

D

Data problems, 65–66
Decision makers, 168
and budgets, 119
Sales-Ready Messaging targeting, 84, 99
selling to, 49–50, 52–53
and usage scenarios, 114
users vs., 4–5
Defensiveness, 196
Delegation, 49
Diagnostic questions:
buyer vision developed with, 154, 161, 163
in Sales-Ready Messaging, 108, 109, 111, 112
Differentiation:
and buyer vision, 161, 162
in Customer Focused Selling, 57
in negotiation, 203–204
and Pinocchio effect, 90
with Solution Development Prompters, 114
at trade shows, 128
Direct sales, 235–238
Discipline, 73
Discounts/discounting:
and conditional “give,” 203
Hail Mary, 24, 67–68
monitoring of, 229
in negotiation, 195–199
and premature closing, 182
Documentation:
of Key Player meetings, 178
of sales process steps, 71–73
of Sequence of Events, 182
Due diligence, 121

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