Own the Deal™: Part II
All Classes
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38m
Presented Live: March 13th @ 11am ET
In our second introductory class to Own the Deal™, we dive deep into the actual creation of your personal Scorecard®, your roadmap to navigating your deals across the finish line. All elements of the prospect's requirements are taken into accounts, and juxtaposed against the necessary elements needed to qualify and discover. Pricing, competition, power, and need are all quantified and leveraged as deal health is the order of the deal. By scoring the opportunity, directional closes are revealed and forcecasts increase in accuracy.
Up Next in All Classes
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Class: Pricing 101: The three most im...
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 ...
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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...
