Q INDEX 269 view of, 8­9 worth of overtime, 25 Davis, Kevin, Slow Down, Sell Faster, 37 decision maker, 171 determining, 52 decision making, speeding up for cus- tomer, 190 ``delayed decision'' syndrome, 72 delivery date, 173 ``disaster recovery process,'' 257 discounting, 2, 23, 54 damage to profit from, 66­68 limited-time, 191­192 long term effect, 72­73 response to request, 182 see also price objections discussion boards, participating in, 150 distractions, 18 doubts about price, 3 e-mail, 265 for customer contact, 135 strategic perspective, 159 trust, 163 value for assets, 158­159 value of time, 160 C-suite executives asking for 20 minutes with, 167­168 blockers to, 170­172 connecting by referral, 169­170 information to send, 168­169 relationships as insurance, 174 as research department, 174­175 sending material to, 165­166 C-Suite selling, 154­175 language for, 155­157 12 x 12 approach, 165­169 customer growth strategy, 69 customer purchase, price and, 2 customer service, 37 customers being blunt with, 177­179 buying process, and decision to walk away, 51 commitment to price increase,