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

FDM, see final decision makers

features

benefits vs., 45–46

clear descriptions of, 47–48

defining value of, 45–48

rating values of, 60–61

as unique strengths, 57–58

features creatures, 46

FedEx, 75

filter(s), 100–103

alternatives as, 107–112

attainment measurement as, 121–123

current situation as, 106

decision makers as, 112–118

funding as, 119–120

goal motivation as, 105–106

influencer, 101, 102, 105–112, 120–121

key dates as, 118–119

past keys as, 120–121

plans as, 106–107

prerequisite, 101, 102, 112–122

final decision makers (FDM), 114–115

funding filter, 119–120