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

Benchmarks step in, 198–199, 201, 218, 219

in business-to-business sales, 196–210

in business-to-consumer transactions, 218–221

Conditions Met step in, 210, 221

and confirming the solution, 211–215, 221

Connect the Dots step in, 203–210, 220–221

No Blanks step in, 197–198, 218

Oops! step in, 199, 218

Purpose and Summary step in, 202–203, 220

clarifying, 143–144

Clarke, Arthur, 115

C level, 115

closure rate, 281

Column 1, 14–17, 39–41

Column 2, 14–17, 37–39

commitments, 171–172, see also Measurable Phase Changes

commodities, products as, 37

compensated value, 5–6

competitive value ratings, 61

Competitor Product Profile sheet, 62

complete dates, 118

conditional commitments, 171–172

Conditions Met step (of Cement Solution phase), 210, 221

Connecting Value sheets, 199, 200, 219, 272, 273

Connect the Dots step (of Cement Solution phase), 203–210, 220–221

cost of doing nothing, 84

countercyclical market segments, 90

courtship selling, 25

critical success factors, 121

current situation filter, 106

customers, 66

being more motivated than, 20–21, 199

expectations of, 1, 2, 161

long-term, 1, 23–24

negative, 105, 116

neutral, 104–105, 116

position and goals of, 77–78

positive, 103–104, 116–117

qualifying, 96–97

selling to goals of, 70–75

selling to needs of, 67–70

target, 94

customer value, 2

cyclical market segments, 90