natural hinges, 226–227, 241–243
needs, 66–70, 87–88
needs-satisfaction selling, 67
negative customers, 105, 116
neutral customers, 104–105, 116
"never," 208
new prospects
brinkmanship selling with, 24, 28–30
courtship selling with, 25
relationship selling with, 30–33
No Blanks step (of Cement Solution phase), 197–198, 218
noncyclical market segments, 90
note taking, 173–174
number of sales calls, 281
numbers game, 257–258