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

Index

P

Participation (of buyer), 51

Patience, 39–40, 152–153, 165, 201, 221

Peers, 227

Performance, skill mastery vs., 223–224

Persistence, 176

Pinocchio effect, 90

Pipeline management, 207–216

Pipeline milestones, 63, 70–71, 208, 229, 230

Positioning, 17–18, 99, 104–106

Posturing, 199–201

Predictability, 36

Premature closing, 58–60, 68, 181–182, 196

Presentations, conversations vs., 2–3

Pressure, 8, 181, 194

Pricing:

compromise, 25

as excuse for lack of sale, 21–22

and features, 18–19

and negotiation, 196

Process (term), 63

Procrastination, 207–208, 214

Product:

positioning of, 17–18

reliance on, 5–6

Product configurators, 131

Product development, 82

Product marketing, 81, 90

Product training, 5, 14, 90

Product usage, 4, 89–98

conversations about, 5–6

and early-market buyers, 31

example of, 97–98

features vs., 19, 91–93

and Pinocchio effect, 90

in Sales-Primed Communications, 84

scenarios of, 93–98

shared mission of sales and marketing for, 98

Promotion (of top sellers), 40–42

Prospecting, 135–150

common scenarios of, 143–146

and generating interest, 140–143

letters/faxes/email for, 147–149

psychology of, 136–137

and referrals, 146–147

techniques for, 140

with telemarketing, 137–146

"Push back," 175, 209

Westside Toastmasters on Meetup