This class was created by Brainscape user Lauren van Es. Visit their profile to learn more about the creator.
By:
Lauren van Es
- decks
- flashcards
- learners
Decks in this class (20)
Chapter 4: Pattern Painting, Cognitive Biases and Heuristics
The brain uses mental shortcuts h...,
What happens when your sales beha...,
What is a heuristic
8
cards
Chapter 6: Shaping Win Probability
What are the five levers uhps pul...,
What are the four pillars of sale...
2
cards
Chapter 8: Empathy
Situational attributions,
Dispositional attributions,
I am other focused when interacti...
3
cards
Chapter 11: Self-Control
Correspondence bias,
Self serving bias,
Overconfidence effect
10
cards
Chapter 12: Shaping Win Probability Begins with Qualification
How does shaping win probability ...,
For qualifying check chapter 12
2
cards
Chapter 13: Engagement and Micro-Commitments
Great things are not done by impu...,
How can i test engagement,
To test engagement from a stakeho...
7
cards
Chapter 14: Stalled Deals and Next Steps
How should you never ever leave a...,
Blz 121,
How do i get past the next step b...
5
cards
Chapter 15: Sales Proces
What are the four basic pre call ...,
How can you learn everything abou...,
Why is it important to understand...
4
cards
Chapter 16: Buying Process
What are the 3 processes of sales,
Buying process
2
cards
Chapter 17: The Five Stakeholders You Meet in a Deal
Hearts before,
What are the 5 stakeholders you m...,
Buyers
7
cards
Chapter 18: Decision Process
What is more important than the t...,
Which 5 questions are stakeholder...
2
cards
Chapter 19: Do I Like You?
0
cards
Chapter 20: Flexing to Complement the Four Primary Stakeholder Personas
0
cards
Chapter 21: Sales Call Agenda Framework
0
cards
Chapter 23: Discovery - Sales Is a Language of Questions
0
cards
Chapter 24: Do You Make Me Feel Important?
0
cards
Chapter 25: Do You Get Me and My Problems?
0
cards
Chapter 26: Asking - The Most Important Sales Discipline
0
cards
Chapter 28: Do I Trust and Believe You?
0
cards
Chapter 29: Amache
0
cards
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Sales EQ
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