Class: What to do When Your Buyer Doesn't Deliver on Their "Gets"
All Classes • 30m
Presented Live: December 6th @ 11am ET
The path to close is never a straight one, and Customers rarely buy in any pre-ordained "sequence." That is why we rely on a fluid Gives / Gets framework to allow for any "bump in the road" of any size. In this Level 1 class, we explore how to navigate the Gives and Gets list in a vertical fashion, and investigate when we move UP (as well as DOWN) on our criteria to accomodate any customer, even when their follow-through needs encouragement.
Up Next in All Classes
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Class: The three most important prici...
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 prici...
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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...
