Index
Account development
Account expansion
Account management
Action phase
Actions
closing
concepts in
defined
five whys
knowledge for
skills for
systematic approach to
Active listening
benefits of
development of
failure to
in objection handling process
rapport building with
Adversarial dynamics
Advocacy
benefits of
defined
inquiry and
key to
uncovering needs through
Advocacy-inquiry balance
guidelines for
overview of
Afflictions
defined
discovery of
financial impact of
uncovering of
advocating to
importance of
key aspects of
missed opportunities in
needs discovery in
questions for
reversing direction during
Agendas
Agreements
AIDA framework
Argyris, Chris
Aspirations
defined
financial impact of
uncovering of
key aspects of
needs discovery in
uncovering, questions for
Attention, principle of
Attitudes
Authority
Banks
BANT
Belief, principle of
Best practice approach
Big picture
Broad open-ended questions
Budgets
asking for
difficulties
Building rapport
cultural aspects of
by establishing connections
personal characteristics for
questions for
Business-to-business firms
Buy cycles
defined
nonsupportive
price lowering and
Buyers. See also Clients; Prospects
boring of
building rapport with
cold call acceptance by
common needs of
disconnection from
effective advocacy for
impact statements by
mind-set modes of
new reality and
personal connections with
values of
Buying
FAINT and
personal chemistry and
process, ignorance of
reasons for
Callbacks
Can you help me approach
Capability
advocacy ...
