Q-S

qualifying

Questioning process used to gather initial information about customers goals, benefits, filters, and systems of evaluation.

quick entry sales management (Q) sheet

Sales tool that records, guides, and measures the progress of salespeople to help them manage and maximize their sales opportunities.

quote

See proposal.

quote inventory

Process by which you limit yourself to a set number of MP 3 proposals. If you bring in a new one, take out the oldest one.

quote ratio

The number of calls needed to generate a quote. The total number of calls divided by the total number of written proposals calculates its value.

receiving value

The process by which you demonstrate how your products and services achieve customers' measurable goals.

relationship selling

The selling mode used with long-term customers who freely discuss their goals, benefits, filters, and systems of evaluation.

requests for proposal

Bid documents with technical specifications sent to competitors to solicit their products and services. Lowest price or fastest delivery usually wins this type of sale.

research and membership

First step of MP 1: Spark Interest. This step conveys to customers specifics of their organizational characteristics and positions. It lets customers know that you selected them for valid business reasons rather than on a random basis.

revising

One of the three steps in downplay to handle hinges. It involves trying to change a filter or product selection to satisfy unfavorable requirements.

rip-off hinge

Customers consider the price of a proposed solution excessive even though it meets their conditional commitments.

safety zone

Questioning process and strategy in which you reference your filter questions to customers' goals.

scope of work

Detailed list of proposed solutions sent to customers for them to review. Customers comment on whether the outlined products and services achieve their goals within their conditional commitments. They then return the list to the salesperson for corrective action (if necessary). A scope of work does not include price or delivery information and occurs before making formal MP 3: Cement Solution presentations.

silence is golden

Tactic to handle hinges by pausing and not saying anything for five seconds, as you analyze the impact of the customers' comments.

simple

Explaining tactic where you use customers' jargon and terms to help them understand how features achieve their measurable benefit.

smokescreen

A hinge that a customer does not feel comfortable to disclose for fear of embarrassing himself or you.

solution

Goods and services that achieve customers' goals within their conditional commitments in MP 3: Cement Solution.

strategy-driven

Sales process where established plans and benchmarks drive the structure and tactics of your sales calls.

subjective decision making

One of two components that make up customers' decision making. It focuses on emotions. You want this component to follow, not precede, the objective component.

supplier

Salesperson who focuses on providing solutions that help customers achieve short-term goals.

sway

Amount of influence a contact exerts on the purchasing decision.

systems of evaluation (SOEs)

The methods customers use to calculate value they receive from achieving their goals.