tactics
for explanations, 206–208
How's Zat, 233–235
strategy as driver of, 16, 18–20
Take Your Pick step (of Solution Confirmed phase), 153–155, 181, 182
target confirmed step, 237–238
target customers, 94
team selling, 268
technical knowledge
and analogies in selling, 61
of customer vs. seller, 37
and nontechnical buyers, 208–210
test(s) of reasonableness, 96–124, 156
alternatives filter as, 107–112
attainment measurement filter as, 121–122
current situation filter as, 106
decision makers filter as, 112–118
funding filter as, 119–120
goal motivation filter as, 105–106
key dates filter as, 118–119
measurable filters for, 100–103
and motivating customers to share information, 97–100
past keys filter as, 120–121
plans filter as, 106–107
and qualifying customers, 96–97
and types of customers, 103–105
time factor (in selling), 25–28
time management, 274–279
top-down selling, 37, 115
Track Record step (of Solution Confirmed phase), 155–156, 182–183
trial closes, 171
trust, time and level of, 25–26
Twain, Mark, 115
"two-plus" requirements, 9