Chapter 6 - Shaping Win Probability

Bending the Odds: Shaping Win Probability

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Chapters 7-8 - Dual Process & Empathy

The Deal, Not the Friendship

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Chapters 11 & 15 - Self-Control & Sales Process

Keep It Together & Follow the Steps

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Chapters 12 & 23 - Qualification & Discovery

Don't Swing at Ugly Deals

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Chapters 13 & 21 - Micro-Commitments & Agenda Framework

Small Steps, Big Wins: Micro-Commitments & the Agenda Framework

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Chapters 14 & 24 - Stalled Deals & Making People Feel Important

Keep It Moving: Next Steps & Making People Feel Seen

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Chapters 16 & 19 - Buying Process & Likability

Shape the Process, Win the Deal

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Chapter 22 - Do You Listen to Me?

Shut Up and Win: The Art of Listening

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Chapters 25-26 - Understanding Problems & Asking

Speak Their Language & Ask for What You Want

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Chapters 27-28 - Objections & Trust

No Pressure, No Diamonds

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