accomplishments
recording, 263–265
reviewing weekly, 261
aggressive customers, efforts to negotiate, 62
Apple Inc., 45–46
arrogance, vs. confidence, 161
assets, value, and C-suite connection, 158–159
assumptions, 40
assumptive approach to prospecting, 82–84
attitude, and confidence, 11–12
awards, 251–252
bad information, focus on, 246
bad sales call, recovery from, 257–258
“bake-off” meeting, 247–248
benefit of purchase
expected, 8
vs. features, 40
vs. price, 185
and price increase, 196, 202–204
bid package
questions in, 248
structuring to win, 238
bidding process, 231–250
developing options, 245–246
follow-up meeting, 249
information from lost bid, 237–243
losing but being no. 2, 237, 240
minimum/maximum standards, 243–245
selection renegotiation, ...
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