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

receiving value, 66–95

and calculating value of goal achievement, 78–83

and contact position—goal relationship, 77–78

and cost of doing nothing, 84

and economic sensitivity analysis, 89–90

and equating needs with goals, 87–88

and factors influencing customers' goals, 75–76

and goals vs. needs, 66–67

and identifying goals to pursue, 88–89

and Market Profile sheets, 88–94

and measurability of goals, 84–87

and selling to customers' goals, 70–75

and selling to customers' needs, 67–70

relationship selling, 1, 2, 22–24, 30–33

rephrasing, 138–139

Research and Membership step (of Solution Confirmed phase), 151–153, 181

Rip-Off hinge, 231, 244–246, 253–254

risk, time and level of, 25, 26