Assignments
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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