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...
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Class: The Three Secret 'Gets' to Bui...
Presented Live: September 6th @ 11am ET
In this level 3 class, you will learn three hidden 'Gets' designed to accelerate urgency on every deal. These early, middle, and late stage gets are designed to inspire engagement and commitment from your buyer while giving you the insight you need to make...
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Class: Close the Deal™: Closes you ne...
Presented Live: September 13th @ 11am ET
With dozens and dozens of closes available to the modern salesperson, it can be overwhelming to know which is the most effective and the right time. In this Level "1" course - we will explore the use of 3 Closes best designed for Prospecting and activiti...
