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

of achieving goals, 78–83

in Column 1, 14–15, 17

in Column 2, 15, 16, see also defining value

compensated, 5–6

customer, 2

of features, 60–61

measurable, 49–50, 52–53

perceived, 48–52

price vs., 37

receiving, see receiving value

of relationship selling, 23

of secondary features, 47

selling, 15–17

time and level of, 25–26

vendor, positioning yourself as, 72, 73

verifying, 144–145

viewpoints, MeasureMax, 7

vivid words, 207

voice mail, 157–158