N-O


natural hinge

The potential concerns that arise naturally during the active questioning phase of MP 2: Measure Potential. Without any specific products mentioned, customers having nothing to adversely react to, or for salespeople to defend.

needs

Well-established problems or pain where customers feel they know the specific products required to solve them. Customers with expressed needs often view products and salespeople as commodities.

needs-satisfaction selling

Salespeople react to customers' requests for specific products without knowing their goals, measurable benefits, filters, and systems of evaluation. The antithesis of MeasureMax's selling strategy that centers on defining customers' goals and planning, not reacting to sales opportunities.

negative customers

Organizations or individuals that have preferred in the past, currently prefer, and are likely in the future to prefer to conduct business with competitors. When purchasing decisions involve perceived value, they always choose existing suppliers. Demonstrating the measurable value they can receive from achieving their goals via your products can convert them to positive customers.

neutral customers

Organizations or individuals that do not prefer a specific company, and conduct business on what appears to be a random basis.

no blanks

The first step in MP 3: Cement Solution. It involves using your Q sheets to determine what measurable details and specifics about goals and filter are still missing—and how it will affect the sale.

no echoes

One of the six active questioning tactics. It involves using questions to rephrase, not parrot customers' responses.

no loose ends

One of the six active questioning tactics. It involves making sure customers' goals, filters, benefits, and systems of evaluation are measurable before pursuing the next one.

no return

Explaining tactic where you exhaust all measurable benefits and their features before going to the next one. Do not go back and speak more about a benefit that you have already covered.

noncyclical

The economic condition where the market segment includes companies with both manufacturing and service business units. Therefore, these market segments will redirect their investments (that is, sales opportunities) depending on the direction and condition of the economy.

number of calls

Actual number of in-person sales calls, which are salespeople's limited currency. Only so many sales call in a year; each one requires a good return.

See also in-person sales calls.

objective decision making

One of two components that make up customers' decision making. It focuses on measurable facts. You want this component to proceed, not follow the subjective one.

one up, one down

Strategy in which you meet with your contacts' immediate boss and subordinate. You use these meetings to ensure they understand the measurable goals you achieved for their organization in case your contact leaves.

oops!

The third step in MP 3: Cement Solution. Salespeople prepare themselves to explain any misses of conditional commitments.

operating budget

Goals achieved through funding from existing budgets, which do not require specific allocations. Lowers decision making levels.

options

A broad array of features offered to customers with unclear goals or filters.

order

The logical conclusion to a series of previously engineered agreements known as Measurable Phase Changes.

organizational characteristics

Primary attributes that influence the way an organization views itself. They help to establish a customer's core values, priorities, and goals.

outvalue

When you provide more measurable value than competitors and receive higher profit margins for doing so.

outweighing

The third step in downplay to handle hinges by showing how your proposed solution's benefits more than offset any perceived liabilities.

owners

Individuals who fund the purchases of products and services—and who place a high premium on the dollar value of Column 2.




The Science of Sales Success(c) A Proven System for High Profit, Repeatable Results
The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors: Josh Costell

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