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

Deal step (of Implement Agreement phase), 216, 221–222

decision dates, 119

decision makers

advocates as, 113–114

final, 114–115

gatekeepers as, 112–113

multiple, 175–176, 178–179

decision makers filter, 112–118

decision making, 6, 14–17, 39–42

defining value, 45–65

with analogies, 61–62

of benefits, 48–57

of features, 45–48

of options, 59–60

on Product Profile sheet, 62–64

by rating values of features, 60–61

of unique strengths, 57–59

dialoguing, 141–142

diluting features, 46, 63

direct savings, 54

downplay step, 238–239

Drucker, Peter, on theory, 5