List of Exhibits

Introduction

Exhibit I-1: Connecting all the pieces in selling.

Exhibit I-2: Comparing traditional selling to the MeasureMax selling system.

Exhibit I-3: Comparing traditional selling to the MeasureMax selling system.

Exhibit I-4: The five viewpoints of the MeasureMax selling system.

Exhibit I-5: The four phases of MeasureMax. (Note— MP stands for Measurable Phases, while MPC stands for Measurable Phase Changes.)

Chapter 1: Measurability Matters

Exhibit 1-1: Column 2 makes value measurable.

Exhibit 1-2: Using Column 2 to win over competitors' customers.

Exhibit 1-3: It's all about time.

Exhibit 1-4: Measurability shrinks time.

Exhibit 1-5: Prevent wasted effort.

Exhibit 1-6: The four selling phases of MeasureMax.

Chapter 2: Defining Value

Exhibit 2-1: Column 1 vs. Column 2 values.

Exhibit 2-2: Features, benefits, and value type.

Exhibit 2-3: Features, benefits, and value type.

Exhibit 2-4: Know the focus of the value.

Exhibit 2-5: Product profile sheet example.

Exhibit 2-6: Product profile sheet example.

Chapter 3: Receiving Value

Exhibit 3-1: Examples of general corporate categories and specific customer goals.

Exhibit 3-2: SOEs must reflect the attainment of customers' goals.

Exhibit 3-3: SOEs calculate value differently.

Exhibit 3-4: Everyday examples of SOEs.

Exhibit 3-5: Use SOEs to make customer's goals measurable.

Exhibit 3-6: Market profile sheet for Positron.

Chapter 4: Tests of Reasonableness

Exhibit 4-1: Filters are like sieves.

Exhibit 4-2: Customers are positive, negative, or neutral.

Chapter 5: Every Question Counts

Exhibit 5-1: Become a customer expert.

Exhibit 5-2: You choose where your questions lead you.

Exhibit 5-3: Verify customers' responses.

Chapter 6: Leave the Brochures Behind

Exhibit 6-1: The four selling steps.

Exhibit 6-2: MP 1— Spark Interest.

Exhibit 6-3: Spark interest statement template.

Exhibit 6-4: Sample e-mail agenda.

Exhibit 6-5: MP 2— Measure Potential.

Exhibit 6-6: Your questions should reference customers' goals.

Exhibit 6-7: Call-back questions.

Exhibit 6-8: Quick-entry sales management sheet.

Exhibit 6-9: Market profile sheet.

Exhibit 6-10: Front page of Q sheet.

Exhibit 6-11: Back page of Q sheet.

Chapter 7: Every Reason to Say Yes

Exhibit 7-1: MP 3— Cement Solution (before presentation).

Exhibit 7-2: Connecting value sheet.

Exhibit 7-3: Pushed-through vs. pulled-through test.

Exhibit 7-4: MP 3— Cement Solution (at presentation).

Exhibit 7-5: Connecting goals, benefits, features.

Exhibit 7-6: PowerPoint presentation.

Exhibit 7-7: Scope of work cover letter.

Exhibit 7-8: Scope of work checklist.

Exhibit 7-9: MP 4— Implement Agreement.

Exhibit 7-10: Connecting value sheet.

Exhibit 7-11: The four phases of the MeasureMax selling system.

Chapter 8: When the World Isn't Perfect

Exhibit 8-1: Basic steps for handling hinges.

Exhibit 8-2: Overview of the four steps.

Exhibit 8-3: Pulse check scenario.

Exhibit 8-4: Iceberg ahead scenario.

Exhibit 8-5: Gutter ball scenario.

Exhibit 8-6: Rip-off scenario.

Exhibit 8-7: Type I— Pulse check.

Exhibit 8-8: How to handle the pulse check hinge.

Exhibit 8-9: Type II— Iceberg ahead.

Exhibit 8-10: How to handle the iceberg ahead hinge.

Exhibit 8-11: Type III— Gutter ball.

Exhibit 8-12: How to handle the gutter ball hinge.

Exhibit 8-13: Type IV— Rip-off.

Exhibit 8-14: How to handle the rip-off hinge.

Chapter 9: Using MeasureMax Your Way

Exhibit 9-1: Product profile sheet.

Exhibit 9-2: Competitor's product profile sheet.

Exhibit 9-3: Market profile sheet.

Exhibit 9-4: Front page of Q sheet.

Exhibit 9-5: Back page of Q sheet.

Exhibit 9-6: Connecting value sheet.

Exhibit 9-7: Passing the pulled-through test.

Exhibit 9-8: The right balance for sales calls.

Exhibit 9-9: Example of a monthly sales call planner.

Exhibit 9-10: Setting limits to improve productivity.

Exhibit 9-11: Manageable quote limit.

Exhibit 9-12: The productivity equation.

Exhibit 9-13: Using the productivity equation as your personal benchmark.