G-K

gatekeeper

Customer contact who cannot give a final yes but can give an initial no to any proposed solution. Gatekeeper initially approves any proposed products if they fall within their operational, technical, or financial expertise.

go for measurable specific

Mnemonics to help you remember the purpose of goals, filters, measurable benefits, and systems of evaluation.

goal motivation

One of the five influencer filters. It conveys whether the driving forces behind customers' goals are to avoid negative results or achieve positive ones.

goals

Prioritized objectives customers want to achieve because of the benefits they could derive from them.

gross margin percentage

One of the five variables of the productivity equation. Gross margin dollars divided by the total dollars sold provides this percentage.

gross margin dollars

The sell price of the product or service minus its direct labor and material costs.

gutter ball hinge

Customers perceive your proposed solution as not achieving their conditional commitments. This hinge prevents salespeople from attaining MPC 3: Solution Confirmed.

harvesting crops

The selling stage associated with the number of in-person sales calls invested in MP 4: Implement Agreement to close orders.

hidden costs

Costs or expenses that customers do not normally associate with the manufacturing of your products or services.

hidden hinge

Either natural or leveraged hinges that customers do not want to disclose to you. They feel it creates a negative impression of them or their company, or your products or company.

hinges

The actions or comments of customers that prevent you from continuing the Measurable Phases in the prescribed sequence; an inability to obtain Measurable Phase Changes via your call for action.

How's Zat?

The two most powerful words used to handle hinges. Different versions of "how does that" affect the customers' ability to achieve their goals. One of the four basic steps in handling hinges by asking a clarifying question concerning the hinge's impact on the customers' goals.

iceberg ahead hinge

Customers disclose a filter that impedes their or your ability to achieve their goals.

indirect savings

Financial benefits derived from long-term and perceived results.

influencers

The five filters or purchasing constraints that influence your ability and the customer's to achieve its goals.

in-person sales calls

Sales calls that involve face-to-face meetings with customers. These sales calls are your currency. You only have so many you can invest, and each one must provide a return to warrant further ones with the same customers. They are the power cells that fuel sales production.

internal focus

Benefits the purchasers of your products receive.

joint planning level

This level refers to the epitome of account management where you help the C-level set to achieve its long-term goals. You also help the D level do the same.

keys to previous successes/failures

One of the five influencer filters. It describes why customers approved or rejected past goals.