INDEX / 197 Maspro Art Museum (Japan), 20­21 Mayo Clinic, 156­157 measuring success, 171­176, 183, 185 future pacing, 173­176 goals, 173­176 tracking, 95­96, 172­173 micro-expressions, 101 "might," 46­47, 181 mind-reading, 52­55, 99, 181 minimizer words, 45­46, 180 ModelofSalesExcellence.com, 30, 192­194 Moses, 72­73 motivational and attitudinal patterns (MAPs), 194 Movie Picture Licensing Corporation (MPLC), 127 Napalm & Silly Putty (Carlin), 117­118 negative emotions, 58, 61 neuroeconomics, 57 neurolinguistic programming (NLP), 5­6 NewsoftheWeird.com, 122 note-taking, 100­101 numbers, see measuring success nutrition, 169­170 objection-handling techniques, 86­96, 182, positive psychology, 161 The Power of Full Engagement (Loehr), 168 Presenting to Win (Weissman), 132 presuppositions, 47­48, 181 Princess Bride and the Pea story, 86­87 The Princess Bride (film), 127 priorities, 151­155, 184­187 proactive buyers, 21­22, 180 problem-oriented buyers, 9­18, 42, 58, 65, 179, 185 Procedures buyers, 28­32, 180 props, 127 Punchline Your Bottom Line (Glickman), 118 qualifying process, 79, 82 questions, 72­85, 182 categories of, 81­85 commitment, 80­81, 84­85 digging deeper, 77­79, 92­93 discovery, 79, 82­83 emotions and, 58­60, 75, 76 "how?," 38­39, 51­52, 181 objections and, 79­80, 83 qualifying, 79, 82 reasons for, 74­75 rules for, 76­81