The Science of Sales Success: A Proven System for High-Profit, Repeatable Results

active listening, 128–131

active questioning, 131–139

and agreement with negative statements, 136–137

assumptions in, 137–138

following customer's lead in, 134

How's Zat in, 133

loose ends in, 146

open-ended questions in, 134–136

rephrasing in, 138–139

Safety Zones in, 132–133

strategy behind, 131–132

tactics behind, 133–139

advocates, 113–114, 117–118

advocating, 129

Agreement Confirmed (Measurable Phase Change 4)

in business-to-business sales, 217

in business-to-consumer transactions, 222

alternatives filter, 107–112

"always," 208

analogies, 61–62, 207

anticipating, 130–131

Apple Computer, 58

areas of interest sections, 78

assistants, effective use of, 159

assuming, 130

assumptions, 137–138

attainment measurement filter, 121–123

average gross margin percentage, 281–282

average order size, 281