Index accomplishments recording, 263­265 reviewing weekly, 261 aggressive customers, efforts to negoti- ate, 62 Apple Inc., 45­46 arrogance, vs. confidence, 161 assets, value, and C-suite connection, 158­159 assumptions, 40 assumptive approach to prospecting, 82­84 attitude, and confidence, 11­12 awards, 251­252 bad information, focus on, 246 bad sales call, recovery from, 257­258 ``bake-off '' meeting, 247­248 benefit of purchase expected, 8 vs. features, 40 vs. price, 185 and price increase, 196, 202­204 bid package questions in, 248 structuring to win, 238 bidding process, 231­250 developing options, 245­246 follow-up meeting, 249 information from lost bid, 237­243 losing but being no. 2, 237, 240 minimum/maximum standards, 243­245 selection renegotiation, 249­250 service parameters in, 244­245 strategy for, 236­243 winning vendor selection, 247 see also request for proposal (RFP) blame, 4 blockers, to C-level, 170­172 blogs, participating in, 150 267 American Managememt Association · www.amanet.org