Index
V
Valley of Mystification,
142
Value:
achievement,
70
,
71
,
157–160
,
197
agreement,
70–71
,
197
assumption,
69
,
70
,
197
cost/problem, and,
116
defined,
68
fat/loaded word,
132
levels of (product/process/performance),
71–73
leverage,
73
parameters,
133
proposition,
69
,
70
,
197
alignment around,
190–193
Discover phase and,
81
go-to-market strategy and,
187
self-knowledge of your,
80–83
Value creation sales model
vs
. price-based model,
205
Values/personal interest assessment,
172
Victim/perpetrator,
92
Vision,
193
The topics covered herein concern solution sales, consultative sales, and consultative selling.