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

Implement Agreement (Measurable Phase 4)

in business-to-business sales, 216–217

in business-to-consumer transactions, 221–222

and confirming the agreement, 217, 222

Deal step in, 216, 221–222

Logistics step in, 216, 217, 222

indirect savings, 53–54

industry knowledge, 71

influencer filter(s), 101, 102

alternatives as, 107–112

current situation as, 106

goal motivation as, 105–106

past keys as, 120–121

plans as, 106–107

information, sharing, 97–100

"Information Sources Handouts" (Siebel ebusiness), 75

Innovation and Entrepreneurship (Peter Drucker), 5

in-person sales calls, 274–275

Interest Confirmed (Measurable Phase Change 1)

in business-to-business sales, 156–157, 159

in business-to-consumer transactions, 183–184

internal benefits, 54–56