Class: The three most important pricing conversations
All Classes • 31m
Presented Live: December 13th @ 11am ET
Closers understand the subtle dance of revealing price to the Buyer at the appropriate pace to keep them satisfied, curious, and engaged. In this Level 1 class, we explore the three most critical times that every Closer should be prepared to discuss pricing, and how. We investigate the application of "sticker-shock," competitive positioning, RFPs, verbal v formal quotes, and how to use proposals as a sales tool. Watch how discounting can become a reliable tool instead of an impediment.
Up Next in All Classes
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Class: How to establish Social Value™...
Presented Live: February 7th @ 11am ET
In these three classes, HOFFMAN will reveal their best practices and tactics on how you can even the playing field on every deal and create an environment for successful discovery and negotiation. Whether you’re talking to a new account or a long time custo...
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Class: Establishing Social Value™ whi...
Presented Live: February 14th @ 11am ET
Your ability to navigate accounts, build urgency, and establish rapport hinges on your ability to achieve high levels of Social Value.
In part 2 of this 3-part series, HOFFMAN will dive into actionable strategies to establish Social Value. With these tac...
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Class: Close the Deal™: The Exchange
Presented Live: February 21st @ 11am EST
In this Hoffman Hallmark 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 ...
