List of Sidebars
Trapped in the Conventional Sales Paradigm
Reality Check Is There a Quality Decision Process?
Reality Check What Is the Level of Comprehension?
Reality Check Are You Exceeding Your Customer's Level of Comprehension?
Reality Check Is There a Balance between Timing and Content?
Reality Check Are You Really That Different?
Reality Check Are You Challenging or Collaborating?
Discover the Prime Customer
Key Thought Is There Someplace Better I Could Be?
Key Thought When Working with Limited Resources in a Highly Competitive Environment, the Accuracy of Your Aim Is Crucial
Key Thought Credibility
Key Thought In the Eyes of Customers, Salespeople Are Guilty until Proven Innocent
Key Thought The Victim Is Much More Receptive and Communicative Than the Perpetrator
Key Thought Who Gets the Call in the Middle of the Night?
Diagnose the Complex Problem
Key Thought You Gain More Credibility from the Questions You Ask Than the Stories You Tell
Key Thought The Three Most Important Words in Communication: Nurture, Nurture, and Nurture
Key Thought No Pain—No Change, No Change—No Sale
Key Thought Pain Is the Vehicle That Drives the Decision—The Cost of the Pain Is the Accelerator!
Key Thought If You Don't Have a Cost of the Problem, You Don't Have a Problem If There Is No Problem, There Is No Value
Key Thought The Decision to Change, to Buy, and from Whom Is Made During the Diagnosis
Designing the Complex Solution
Key Thought There Are No Free Moves
Key Thought No Mind-Reading: Clarify All "Fat" and "Loaded" Words
Key Thought Budgets Are Not Cast in Stone
Key Thought What Can Go Wrong Will Go Wrong
Key Thought What's Wrong with This Picture?
Delivering on the Prime Promise
Key Thought Would You Do What You Are about to Propose to Your Customer?
Key Thought No Surprises
Key Thought You Must Be Prepared to Not Be Prepared
Prime Performance Leadership
Reality Check Is Your Company Creating General Practitioners or Specialists?
A Complex Sales Future