... Technip“Customers need to know the value they will receive and how they will receive it. Thull’s insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the ... 95– 96 and value leakage, 235value proposition and, 239–240value hypothesis and, 91,110–112Discussion document: and Design phase, 62 , 165 – 167 and new hires, 212Distinctive value, 95– 96 Division ... in the middleof the night?, 107Would you do what you are about to propose to yourcustomer?, 174You must be prepared to not be prepared, 105–1 06, 182You’ll gain more credibilityfrom the...