Index

When Working with Limited Resources in Highly Competitive Environment Accuracy of Aim Is Crucial, 85

Budgets Are Not Cast in Stone, 133

Do Not Allow the Customer to Self-Diagnose, 101

Credibility, 88

Go for the No!, 51

If There Is No Problem - There Is No Value, 116

If You Don't Have a Cost of the Problem, You Don't Have a Problem, 116

In the Eyes of Customers, Salespeople Are Guilty until Proven Innocent, 89

Is There Someplace Better I Could Be?, 76

No Mind Reading - Clarify All "Fat" or "Loaded" Words, 130

No Pain, No Change - No Change, No Sale, 113

No Surprises, 148

Pain Is the Vehicle that Drives the Decision, the Cost of the Pain Is the Accelerator, 115

Prescription without Diagnosis is Malpractice, 101

Right People + Right Questions + Right Sequence = Quality Decisions, 55

There Is No Magic! - Spectacular Success Is Always Preceded by Unspectacular Preparation, 204

The Decision to Change, to Buy and from Whom, Is Made during the Diagnosis, 122

The Three Most Important Words in Communication: Nurture, Nurture, Nurture, 110

The Victim Is More Receptive and Communicative than the Victim, 92

There Are No Free Moves, 128

What Can Go Wrong Will Go Wrong, 136

What's Wrong with this Picture?, 141

Who Gets the Call in the Middle of the Night?, 94

Would You Do, What You Are about to Propose to Your Customer?, 47

You Must be Prepared to Not be Prepared, 155

You'll Gain More Credibility from the Questions You Ask than the Stories You Tell, 104