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Sales EQ > Chapter 20: Flexing to Complement the Four Primary Stakeholder Personas > Flashcards

Chapter 20: Flexing to Complement the Four Primary Stakeholder Personas Flashcards

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Sales EQ (20 decks)

Chapter 4: Pattern Painting, Cognitive Biases and Heuristics

Chapter 6: Shaping Win Probability

Chapter 8: Empathy

Chapter 11: Self-Control

Chapter 12: Shaping Win Probability Begins with Qualification

Chapter 13: Engagement and Micro-Commitments

Chapter 14: Stalled Deals and Next Steps

Chapter 15: Sales Proces

Chapter 16: Buying Process

Chapter 17: The Five Stakeholders You Meet in a Deal

Chapter 18: Decision Process

Chapter 19: Do I Like You?

Chapter 20: Flexing to Complement the Four Primary Stakeholder Personas

Chapter 21: Sales Call Agenda Framework

Chapter 23: Discovery - Sales Is a Language of Questions

Chapter 24: Do You Make Me Feel Important?

Chapter 25: Do You Get Me and My Problems?

Chapter 26: Asking - The Most Important Sales Discipline

Chapter 28: Do I Trust and Believe You?

Chapter 29: Amache

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