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Class: The "Gives Gets" Exchange UNPLUGGED! (Reciprocity)
Classes: Close the Deal™ • 32m
Presented Live: March 28th @ 11am ET
In this Unplugged! Class will investigate the 7 step - process of exchanging a Give for a valuable Get. We review the details of the linguistic technique which transforms the initial buyer's request through a revealing qualifying technique until we reach a reasonable close. We review what happens when the buyer grants, or denies our close, as well as ways to maneuver the exchange to advance the entire deal.
Up Next in Classes: Close the Deal™
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Class: The Scorecard® UNPLUGGED! ("Cl...
Presented Live: April 4th @ 11am ET
In this Unplugged class, we do a deep dive in determining the results of any Scorecard® on an individual opportunity. We review the value of the "Gets" (deal health) and "Gives" (time remaining), and what it means for any sale. We explain the directional imp...
