Listening skills, 121–22
“Major Sales: Who Really Does the Buying” (Bonoma), 3
Market changes, 4–5
Mergers, 7–10
Miller, Bob, 3
Multiple Equal Offer(s), 22, 131–41
colleagues and, 138
customer’s ideal, 153–54
dividing value and, 145–48
exploiting the Gap, 146
“Highly-Customized Relationship,” 139
overviewing, 145–46
rehearsing your presentation, 139–41
selling business relationships, 138
structuring your own, 138–39
using CNA Estimation, 133–36
using Wish List Estimation, 131–33
“Myth of the fixed pie,” 35–37