packaging, 59
partner, positioning yourself as, 73–74
past keys filter, 120–121
perceived value, 48–52
plans filter, 106–107
position (of customer), 77–78
positive customers, 103–104, 116–117
Potential Confirmed (Measurable Phase Change 2)
in business-to-business sales, 172–173
in business-to-consumer transactions, 188–193
power words, 208
prerequisite filter(s), 101, 102
attainment measurement as, 121–123
decision makers as, 112–118
funding as, 119–120
key dates as, 118–119
price, value vs., 37
productivity
competing against yourself to increase, 280–283
and productivity equation, 280–282
time management for, 275–279
Product Profile sheets, 62–64, 261, 264–265
products, 47
options on, 59–60
packaging of, 59
Product Profile sheet for, 62–64
unique strengths of, 57–59
proposals
areas of interest sections in, 78
pushed vs. pulled, 199, 201–202
prospects, new, see new prospects
pulled proposals, 199, 201–202
pulled-through test, 272, 274
Pulse Check hinge, 230, 240–242, 247–248
Purpose and Goals step (of Measure Potential phase), 163–164, 184–185
Purpose and Summary step (of Cement Solution phase), 202–203, 220
pushed proposals, 199, 201–202