Index_M

M

market development, 260–274

Connect the Value sheets in, 272, 273

Market Profile sheets in, 262, 266–267

Product Profile sheets in, 261, 264–265

pulled-through test in, 272, 274

Quick-Entry Sales Management sheets in, 262–263, 268–272

Market Focus step (of Measure Potential phase), 162–163, 184

Market Profile sheets, 88–94, 262, 266–267

market segments, 74–75, 89–90

McDonald's, 79–80

measurability, 9, 12–44

analyzing answers for, 139–141

and bid process, 39–42

of goals, 84–87

and goals of beneficiaries vs. owners, 37–38, 41–42

with MeasureMax, 150

and motivation of seller vs. buyer, 20–21

of price vs. value, 37

of relationship selling value, 23

of sales opportunity components, 27–33

of sales process, 35–36

of sales success, 33–35

seeking details for, 21–22

strategy before tactics for, 16, 18–20

and time factor reduction, 26–28

of value, 14–17

Measurable Phase Changes (MPCs), 35–36, 148

Agreement Confirmed as fourth of, 217, 222

Interest Confirmed as first of, 156–157, 159, 183–184

Potential Confirmed as second of, 172–173, 188–193

Solution Confirmed as third of, 211–215, 218–221

Measurable Phases (MPs), 35–36, 41, 148, see also Cement Solution; Implement Agreement; Measure Potential; Spark Interest

measurable value, 49–50, 52–53

MeasureMax selling system, 2–4

in account management, 258–260

in business-to-business sales, 150–177, 178–179, 196–217

in business-to-consumer transactions, 180–181, 182–193, 218–222

and Column 1 selling, 39–41

and Column 2 selling, 37–39

conditional commitments in, 171–172

connecting features to customer goals in, 204–205

description of, 147–148

five viewpoints of, 7

four selling phases of, 8, 36

in market development, 260–274

measurability with, 150

Measurable Phase Changes in, 35–36, see also specific phase changes

Measurable Phases in, 35–36, see also specific phases

and missed filters, 174–175

with multiple decision makers, 175–176, 178–179

order of steps in, 148–150, 173

and pushed vs. pulled proposals, 199, 201–202

rewards of using, 11–12

roles in, 149

sales goals met with, 115

Scopes of Work in, 211, 212, 214–215

selling phases in, 148–150

and time management, 274–279

time-shrinking with, 26–28

and verbal structure of explaining, 205–210

working without, 283–284

Measure Potential (Measurable Phase 2)

in business-to-business sales, 159–173

in business-to-consumer transactions, 184–188

and confirming the potential, 172–173, 188–193

Eliminate Unknowns step in, 164–171, 185–188

Market Focus step in, 162–163, 184

Purpose and Goals step in, 163–164, 184–185

Yellow Light step in, 171, 188

memorandum of understanding (MOU), 171–172

Microsoft Windows, 58

monthly sales call planner, 276–277

motivation

of seller vs. buyer, 20–21, 199

to share information, 97–100

MOU, see memorandum of understanding

MPCs, see Measurable Phase Changes

MPs, see Measurable Phases