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Index

P

Pain analogy, 115
Pareto Principle (80/20 Rule), 164, 170
Pentagon contract, Joint Strike Fighter (JSF) program, 6–11, 17
Performance:
oversupply, 18
risk, 129, 130
value level, 71–73
Personal business development plan, 81, 177
Personality-driven syndrome, 170–171
Personal risk, 129, 130
Pharmaceutical industry (alignment model), 192
Playing against type, 89–91
Preparation:
"being prepared not to be prepared," 90–91, 157
importance of, 77, 98
Presentation:
conventional sales, 23
premature, 135
trap, 31–34, 38
Key Resources:
becoming customer's, 159
defined, 149
five characteristics of, 159
Problem perspective, 56–57
Process:
risk, 129, 130
value level, 72–73
Product:
strategy, 197
value level, 71–73
Proposal document:
Deliver phase of sales process, 149–153
as instrument of confirmation, 149–151
as instrument of consideration, 151
training, 180–181
writing tips:
echoing customer's voice, 152–153
enlisting cast of characters, 151
going for the no, 153
writing for the invisible decision maker, 151–152
Prospecting, 23, 62

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

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