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

partner, positioning yourself as, 73–74

past keys filter, 120–121

perceived value, 48–52

plans filter, 106–107

position (of customer), 77–78

positive customers, 103–104, 116–117

Potential Confirmed (Measurable Phase Change 2)

in business-to-business sales, 172–173

in business-to-consumer transactions, 188–193

power words, 208

prerequisite filter(s), 101, 102

attainment measurement as, 121–123

decision makers as, 112–118

funding as, 119–120

key dates as, 118–119

price, value vs., 37

productivity

competing against yourself to increase, 280–283

and productivity equation, 280–282

time management for, 275–279

Product Profile sheets, 62–64, 261, 264–265

products, 47

options on, 59–60

packaging of, 59

Product Profile sheet for, 62–64

unique strengths of, 57–59

proposals

areas of interest sections in, 78

pushed vs. pulled, 199, 201–202

prospects, new, see new prospects

pulled proposals, 199, 201–202

pulled-through test, 272, 274

Pulse Check hinge, 230, 240–242, 247–248

Purpose and Goals step (of Measure Potential phase), 163–164, 184–185

Purpose and Summary step (of Cement Solution phase), 202–203, 220

pushed proposals, 199, 201–202