Westside Toastmasters is located in Los Angeles and Santa Monica, California

Index

Data problems, 65–66

Decision makers, 168

and budgets, 119

Sales-Primed Communications targeting, 84, 99

selling to, 49–50, 52–53

and usage scenarios, 114

users vs., 4–5

Defensiveness, 196

Delegation, 49

Diagnostic questions:

buyer vision developed with, 154, 161, 163

in Sales-Primed Communications, 108, 109, 111, 112

Differentiation:

and buyer vision, 161, 162

in Customer Focused Selling, 57

in negotiation, 203–204

and Pinocchio effect, 90

with Solution Formulators, 114

at trade shows, 128

Direct sales, 235–238

Discipline, 73

Discounts/discounting:

and conditional "give," 203

Hail Mary, 24, 67–68

monitoring of, 229

in negotiation, 195–199

and premature closing, 182

Documentation:

of Key Player meetings, 178

of sales process steps, 71–73

of Sequence of Events, 182

Due diligence, 121