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Index

K

Key Thoughts:
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
KnowledgeMax, Inc., 204–205

The topics covered herein concern solution sales, consultative sales, and consultative selling.

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