Index
Accountability, decisions and
Action plans:
meetings ending in
specific
thoughtful
Active listening
“After the Sale Is Over” (Levitt)
Agendas
clarifying
confirming
establishing, importance of
hidden
positioning and
salesperson and
Agreement, formalizing
Airtime distribution
letting client enjoy majority of airtime
in objection resolution
Alternatives, generating
American Express Company
AmSouth
Analogies, ideation and
Analysis, in consultative selling and problem solving models
Appreciation, expressing
Appreciative phrases, questioning process and
Ariel Group
Assumptive close, guidelines for
Authentic communication
Bad ideas
Bankers Trust
Bank One
Baron, Lois
Baron Group
Benefits
clarifying
defined
features vs.
generic, discussing
specific
BNP Paribas, Americas
Borman, Frank
Brainstorming
Brandt, Bill
Budget-related questions
Business needs. See also Needs
Buyer behavior, understanding
Buyer's remorse
Capon, Noel
Cell phones, meetings and
Chairperson role
Champions
assigning
defined
discussing ideas with
Christian, Robert
Citigroup
Cleese, John
Client list, reviewing
Client meetings. See also Meetings
lead role in
positioning
reasons for
rehearsing for
sales person as facilitator at
Clients:
connecting with
putting at ease
understanding
Climate:
final presentation and
positioning and
probability of success and
setting
Close, assumptive
Closing process
appropriate time for
big “C” and little “c,”
four “W's” and
objections and
Closing the deal
Closure, reaching
Clusters ...
