Chapter 10

Results of Using the 4 Ps Process

This book has addressed many ways to apply the 4 Ps Process. Now it’s time to highlight key results from applying the 4 Ps and discover

• The wins for you.

• The wins for your organization.

• Overuse of the 4 Ps Process.

The Wins for You


Raj stared down at the “1,000-pound phone receiver.” His consulting firm had imposed a sales quota, and he felt pressure to call Michelle, a former client, to touch base and uncover her current business needs.

As he pressed the numbers on his handset, Raj reviewed his prepared questions and visualized a successful call by closing his eyes for two minutes. He pictured a calm, focused exchange between them. As the phone rang, he took a deep breath and stood up. ...

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