Close the Deal: Gives and Gets®
When done right, negotiation begins long before conversations around pricing and terms.
In our Close the Deal™ Hallmark classes, you will learn how to introduce the pillars of negotiation and the language of closing earlier into the sales process than ever before all the while, inspiring urgency and testing commitment to build momentum on every deal. And as your closing ratio improves our proprietary Scorecard® will give you the predicability needed to build your pipeline and the data required to forecast with accuracy.
Close The Deal: Volume II
In this two part 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 before. Topics include negotiation skills...
Close The Deal: Volume I
In this two part 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 before. Topics include negotiation skill...
The Gets Unplugged!: Getting Commitment in Every Deal
Hammer it Closed!®: Buying Signs
Class: Hammer it Closed!®: Buying Signs
Presented Live: March 8th @ 11am ET
One of the hallmarks of great closing is knowing how to be assertive, but also reasonable. One of our guideposts to achieving this is the recognition of buying signs. In this class we explore the verbal, and non-verbal, signals a buyer communicates when the...
Class: The "Gets" UNPLUGGED! ("Commitment")
Presented Live: March 7th @ 11am ET
The secret to closing any deal is knowing when to ask your first close. And that's the first time a prospect asks for something. In this Unplugged edition of, we explore the specific types of closes that can be utilized at every milestone. You learn how to ...
Class: The "Gives" UNPLUGGED! ("Leverage")
Presented Live: February 7th @ 11am ET
The entire Gives & Gets™ negotiation technique is predicated on you leveraging moments in your sales process where your buyer asks something of you— What is it that they ask for? Well, in this class Jeff and CeCe discuss the early, middle, and late stage Ge...
Confirming a Champion
Summary of the three things to do to confirm you have a Champion.
You will learn how to approach, close, and assign responsibility to your Champion.
Managing the Anti-Champion
Summary of the three ways to deal w your "Anti-Champion."
You will learn how to use a Question Board, isolate the "A-C", and how to leverage your champion in a huddle afterward.
Closing for the Technical Win
Summary of the three things you need to do to close for the technical win.You will learn the how to make an assumptive ask, gather detail, and take the win to your champion.
Technical Win: Prep
Summary of the three things you need to do before closing for the technical win.You will learn the how to isolate your technical influencer, inspire personal language, and prep for a champion close.
Class: How Do I Close for the Technical Win?
Presented Live: January 24th @ 1pm ET
This class is designed for both AEs and SEs as they pursue this milestone close ("Get") within the Scorecard. Timing in the demo and trial process is introduced. We will discuss the importance of exposing all technical objections, leveraging the AE/SE rela...
What's the quickest way to know if you're winning a competitive deal?