P

packaging

Combining the unique strengths or features of various products in a manner so customers view them as a single entity.

pain

Obvious needs customers want to address with specific products or services.

See also needs-satisfaction selling.

partner

Salesperson who focuses on helping customers make sure that any short-term solutions are consistent with their long-term goals.

Pat from Saturday Night Live

A tactic for handling hinges. It determines whether a perceived obstacle is really nothing more than a request for more information, a better explanation, or more documentation.

perceived value

Customers subjectively determine the worth derived from achieving their goals by individual preferences, background, and experiences, not by measurable criteria.

personal relationships

The friendly bonds that develop over time between salespeople and customers that increase their trust levels. Make your professional relationships as strong as your personal ones.

plans

One of the five influencer filters that describes what the customers' plans are to achieve their goals.

planting seeds

The selling stage associated with the number of in-person sales calls invested in MP 1: Spark Interest and MP 2: Measure Potential to quantify the potential of sales opportunities.

position

The roles and responsibilities of customers in their organizations, which plays a major influence in determining the goals they seek to achieve.

positive customers

Organizations that have preferred in the past, currently prefer, and are likely in the future to prefer to do business with you. They always choose your perceived value over that of your competitors.

power words

Explaining tactic that uses terms to express confidence.

prerequisites

The four filters of attainment measurement, dates, funding, and decision makers that require satisfaction for a sale to occur.

product

Any goods or services that you sell.

product expert

A salesperson whose expertise lies in the features and benefits of his or her products, not the customers' goals.

product profile

Sales tool used to define your products by their features benefits, value, focus, rating, and unique strengths.

productivity equation

Formula you use to measure selling and marketing skills, and predict trends that help you influence performance.

product-oriented

Sales mentality that starts with the initial focus on features and benefits of your product, and not on the customers' goals.

professional relationships

The business bonds that develop when salespeople document how they help customers achieve measurable goals, not a function of time.

progress

The rate at which you obtain Measurable Phase Changes that concluded with MPC 4: Agreement Confirmed.

proposal

A written document that outlines the business and legal conditions under which you will provide your products and services to a customer.

pulled-through proposal

Customers wanting to achieve their goals are the major catalysts for generating proposals.

pulse check hinge

Customers show no interest in any goals or potential benefits you described in your spark interest statement.

purpose and goals

The second step in MP 2: Measure Potential. It involves confirming that the meeting's purpose is to understand the customer's ability to achieve his or her goals.

purpose and summary

The fourth step in MP 3: Cement Solution. It involves explaining to the customer that the purpose of the meeting is to demonstrate how your proposed solutions achieve their conditional commitments and measurable benefits.

pushed-through proposal

Salespeople, not customers, are the major catalyst for generating a proposal.