Traditional selling methods focus on nonmeasurable concepts such as relating, prospecting, qualifying, and closing. This book makes these topics and others key ones measurable (review Exhibit I-1).
Because this approach is new, no terms exist yet to allow you to measure concepts such as qualifying or prospecting. This approach required creating new terms that are logical and measurable. Now, everyone involved in a sales opportunity can evaluate it the same way. Otherwise, you end up with a Tower of Babel with everyone using different benchmarks to determine the status of sales opportunities.