List of Examples and Scenarios

Chapter 1: Measurability Matters

Example

Example

Scenario One: New Prospect (Brinkmanship Selling)

Scenario Two: New Prospect (Relationship Selling)

Chapter 2: Defining Value

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Chapter 3: Receiving Value

Example

Example

Example

Example

Example

Example

Example

Example

Chapter 4: Tests of Reasonableness

Example

Example

Example

Example

Example

Example

Example

Chapter 5: Every Question Counts

Example

Example

Example

Example of: Using a Yes-or-No Question

Example of: Using an Open-Ended Question

Example

Example of: Confirming a Negative

Example of: Not Confirming a Negative

Example of: a Negative Assumption

Example of: a Positive Assumption

Example of: Echoing

Example of: Rephrasing

Example

Example

Example

Example

Chapter 6: Leave the Brochures Behind

Example

Example

Chapter 7: Every Reason to Say Yes

Example

Example

Example

Example

Example

Example

Example

Example

Chapter 8: When the World Isn't Perfect

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Example

Chapter 9: Using MeasureMax Your Way

Example