Chapter 6: Shaping Win Probability

Question 1

What are the five levers UHPs pull to shape win probability?

Answer 1

1. Fanatical prospecting
2. Disciplined qualifying
3. Stakeholder mapping
4. Alignment of the three processes of sales
5. Sales-specific emotional intelligence and human influence frameworks

Question 2

What are the four pillars of Sales-Specific Emotional Intelligence?

Answer 2

1. Empathy
2. Self-awareness
3. Self-control
4. Sales drive