value
of achieving goals, 78–83
in Column 1, 14–15, 17
in Column 2, 15, 16, see also defining value
compensated, 5–6
customer, 2
of features, 60–61
measurable, 49–50, 52–53
perceived, 48–52
price vs., 37
receiving, see receiving value
of relationship selling, 23
of secondary features, 47
selling, 15–17
time and level of, 25–26
vendor, positioning yourself as, 72, 73
verifying, 144–145
viewpoints, MeasureMax, 7
vivid words, 207
voice mail, 157–158