L-M

leveraged hinge

Customers leverage their concerns against a specific product. It occurs before salespeople know customers' goals, measurable benefits, filters, and systems of evaluation. Salespeople cannot obtain a Measurable Phase Change and their associated calls for action.

life-cycle analysis

System of evaluation used to identify the costs associated with products over their life. These costs help offset lower-priced products by showing how they really cost more over their life.

logistics

The last step of MP 4: Implement Agreement. It involves knowing the details necessary to start and complete the sale on time.

lose the battle; win the war

One of the handling hinge tactics. Salespeople build credibility by acknowledging that customers' concerns are accurate, but not sales stoppers. It involves using the downplay step.

market development

The selling strategy that focuses on generating business from new prospects and customers.

market focus

The first step in MP 2: Measure Potential. It involves displaying your knowledge of customers' market segments by citing relevant facts about their company and industry.

market profile

Sales tool that analyzes your market segments in terms of how the benefits of customers' goals connect to features of your products via systems of evaluation.

market segment

A group of customers that share the same organizational characteristics and goals, and react the same way to the same offer.

measurable phase changes (MPC)

Customers' agreements that end a Measurable Phase while providing objective feedback of your progress and chances of success.

measurable phases

The four selling phases that indicate where you are in the sales process, and what you must do to provide more value to customers than competitors and receive compensation for doing so.

measurable value

The worth of a benefit determined by objective, proven, and documented criteria expressed in dollars.

MP 1: Spark Interest

The first Measurable Phase that motivates customers to pursue further their opportunities to achieve confirmed goals. Salespeople verify that customers are members of their targeted market segment.

MP 2: Measure Potential

The second Measurable Phase that determines how customers' measurable benefits, filters, systems of evaluation, and conditional commitments affect their and your ability to achieve stated goals.

MP 3: Cement Solution

The third Measurable Phase that explains how your solutions achieve their goals within their conditional commitments.

MP 4: Implement Agreement

The fourth Measurable Phase where the order becomes the logical conclusion to a series of previously engineered agreements (MPCs).

MPC 1: Interest Confirmed

The first Measurable Phase Change that ends MP 1: Spark Interest. Salespeople confirm customers' interest in achieving general goals.

MPC 2: Potential Confirmed

The second Measurable Phase Change that ends MP 2: Measure Potential. Salespeople confirm customers' capability to achieve their goals.

MPC 3: Solution Confirmed

The third Measurable Phase Change that ends MP 3: Cement Solution. Salespeople confirm customers agree their solution achieves their goals.

MPC 4: Agreement Confirmed

The fourth Measurable Phase Change that ends MP 4: Implement Agreement. Salespeople confirm formal agreement to purchase products or services.