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

needs, 66–70, 87–88

needs-satisfaction selling, 67

negative customers, 105, 116

neutral customers, 104–105, 116

"never," 208

new prospects

brinkmanship selling with, 24, 28–30

courtship selling with, 25

relationship selling with, 30–33

No Blanks step (of Cement Solution phase), 197–198, 218

noncyclical market segments, 90

note taking, 173–174

number of sales calls, 281

numbers game, 257–258