Class: Pricing 101: The Three Most Important Pricing Conversations
All Classes
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29m
Presented Live: March 20th @ 11am ET
Few topics are as critical to the health of a deal as Pricing, so few Closers approach the topic without some level of anxiety. That's why we break down the topic of Pricing into three: Rate Card, Verbal, and Proposal. By separating the pricing discussion into three distinct elements, we are able to control the dialogue with more confidence and certainty, while leveraging the role of the buyer to gain crucial commitments throughout the sales process. This allows for the Prospect to have their curiosities satisfied while the Seller maintains complete control from inbound lead through discovery, all the way through negotiation and close.
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Work the Deal™
Presented Live: March 27th @ 11am ET
In this Hoffman Hallmark, you will be introduced to our discovery technique, The Perfect Meeting®. This approach provides the foundation for our Work the Deal™ Practice by revealing a powerful way to command any customer meeting. Topics include presentations ...
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Close the Deal™
Presented Live: April 3rd @ 11am ET
You will be introduced to our negotiation technique, Gives and Gets®. This approach provides the foundation for our Close the Deal™ Practice by introducing the three pillars of negotiation earlier into the sales process than ever before. Topics include negotia...
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Class: No Response? Now What? Your Pr...
Presented Live: April 10th @ 11am ET
Most initial prospecting attempts fail to generate a response. To follow up appropriately, we discuss the strategy in follow up of outreach attempts vs inbound leads, how to prospect both wider AND deeper within the lead source, and how to execute a cadence ...
