Cement Solution (Measurable Phase 3)
Benchmarks step in, 198–199, 201, 218, 219
in business-to-business sales, 196–210
in business-to-consumer transactions, 218–221
Conditions Met step in, 210, 221
and confirming the solution, 211–215, 221
Connect the Dots step in, 203–210, 220–221
No Blanks step in, 197–198, 218
Oops! step in, 199, 218
Purpose and Summary step in, 202–203, 220
clarifying, 143–144
Clarke, Arthur, 115
C level, 115
closure rate, 281
Column 1, 14–17, 39–41
Column 2, 14–17, 37–39
commitments, 171–172, see also Measurable Phase Changes
commodities, products as, 37
compensated value, 5–6
competitive value ratings, 61
Competitor Product Profile sheet, 62
complete dates, 118
conditional commitments, 171–172
Conditions Met step (of Cement Solution phase), 210, 221
Connecting Value sheets, 199, 200, 219, 272, 273
Connect the Dots step (of Cement Solution phase), 203–210, 220–221
cost of doing nothing, 84
countercyclical market segments, 90
courtship selling, 25
critical success factors, 121
current situation filter, 106
customers, 66
being more motivated than, 20–21, 199
expectations of, 1, 2, 161
long-term, 1, 23–24
negative, 105, 116
neutral, 104–105, 116
position and goals of, 77–78
positive, 103–104, 116–117
qualifying, 96–97
selling to goals of, 70–75
selling to needs of, 67–70
target, 94
customer value, 2
cyclical market segments, 90