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

GEMS, see Go For Measurable Specifics

goal motivation filter, 105–106

goals, 4–5

in bid process, 40–42

categories of, 72, 73

equating needs with, 87–88

factors influencing, 75–76

helping customers define, 71–72

of market segments, 74–75

measuring, 27, 84–87

needs vs., 66–67

and position of customer, 77–78

prioritizing, 160–161

professional vs. personal, 89

selling to, 70–75

value of achieving, 78–83

Go For Measurable Specifics (GEMS), 126, 131

Groder, Martin G., 98

gross margin percentage, 60–61, 281–282

Gutter Ball hinge, 231, 242, 244–246, 251–252