For at least the ValueSelling brand of this 

 ValueSelling 
 # Qualifying 
 # Connecting the Dots 
 # # In their Language 
 # # Confirm, Confirm Again 
 # # Should they Buy 
 # # Can they Buy 
 # # Willing to Act 
 # # Reconfirm the Value 
 # Asking the Right Questions 
 # # Open-Probe-Confirm 
 # Differentiation 
 # # Differentiated ValueMatch 
 # # # Solves the Problem (ValueMatch) 
 # # # Due to a Differentiation (DVM) 
 # # Differentiations 
 # # # Capabilities 
 # # # Ts & Cs 
 # # # Convenience 
 # # # Risk Mitigation 
 # # # Price 
 # Developing Value 
 # # Business 
 # # Personal 
 # # # Money 
 # # # Status 
 # # # Self-Perception 
 # # # Security 
 # # # Other 
 # Identifying Power 
 # # Avoid Title Trap 
 # # Overcome Fears 
 # # Embrace Team 
 # # Triangulate 
 # # Modus Operandi (set expectation that CxO access is expected) 
 # # Bargain for Access 
 # # Maintain Access to Power 
 # Crafting a Mutual Plan 
 # # Before you Begin, know the organization and process 
 # # Not a To Do List 
 # # Plan Protects you (from scope creep, etc.) 
 # # # Access People 
 # # # Provide Demo 
 # # # Use to verify pre-close to go smoothly 
 # # Benefits are Great 
 # # # Sales cycle control 
 # # # Downside is huge if you don’t have a plan 
 # # # Useful to bargain during inevitable changes to prospect’s needs from sales 
 # Closing the Sale 

 Failures: 
 # Lack of Connection to Critical Business Issue 
 # Lack of Perceived Value 
 # Lack of Differentiation 
 # Lack of Decision Authority 
 # Risk 

 People buy from People 
 # People need a reason to change 
 # Product is in the Mind of the Buyer 
 # People make Emotional Buying Decisions for Logical Reasons 
 # Correct Use of Power is Key 
 # Can’t Sell to Someone who Can’t Buy