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

for explanations, 206–208

How's Zat, 233–235

strategy as driver of, 16, 18–20

Take Your Pick step (of Solution Confirmed phase), 153–155, 181, 182

target confirmed step, 237–238

target customers, 94

team selling, 268

technical knowledge

and analogies in selling, 61

of customer vs. seller, 37

and nontechnical buyers, 208–210

test(s) of reasonableness, 96–124, 156

alternatives filter as, 107–112

attainment measurement filter as, 121–122

current situation filter as, 106

decision makers filter as, 112–118

funding filter as, 119–120

goal motivation filter as, 105–106

key dates filter as, 118–119

measurable filters for, 100–103

and motivating customers to share information, 97–100

past keys filter as, 120–121

plans filter as, 106–107

and qualifying customers, 96–97

and types of customers, 103–105

time factor (in selling), 25–28

time management, 274–279

top-down selling, 37, 115

Track Record step (of Solution Confirmed phase), 155–156, 182–183

trial closes, 171

trust, time and level of, 25–26

Twain, Mark, 115

"two-plus" requirements, 9