274 strategy for bidding, 233, 236­243 and planning week, 259­261 for price increase, 195, 197­201 success, 252 suppliers, see vendor supply-chain coordinator, 215, see also buyer supply-chain process, 219­220 support, level for customer focused on price, 187 suspect information gathering by, 80 vs. prospect, 77 sympathy phone call, after bad sales call, 257­258 tactical questions in prospecting, 86 talking by customer, and next sale, 109­110 time spent, vs. listening, 94 talking points, 121 telephone call INDEX Q timeline for customer, 204­205 and firm price, 185 selling to, 190 to-do list, 260 tours of warehouse, 220­221 example, 223 trade associations, 151­152 trust, 208 C-suite executives and, 156, 163, 165 and knowledge, 138­140 12 x 12 approach for C-suite connection, 165­169 expected results, 168 two-second pause, 106 ultra-price package, 57­60 validating information, 133­134, 246­247 value creation around price, 55­56 customer need of, 11 for customers, price based on, 12­13 higher prices and, 6 of time, C-suite executives and, 160