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.
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Close the Deal™ Hallmark 1
In this two part 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 before. Topics include negotiatio...
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Close the Deal™ Hallmark 2
In this two part 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 before. Topics include negotiatio...
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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...
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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 ...
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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...
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Class: The "Gives Gets" Exchange UNPLUGGED! (Reciprocity)
Presented Live: March 28th @ 11am ET
In this Unplugged! Class will investigate the 7 step - process of exchanging a Give for a valuable Get. We review the details of the linguistic technique which transforms the initial buyer's request through a revealing qualifying technique until we reach a...
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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...
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Class: The Scorecard® UNPLUGGED! ("Clarity")
Presented Live: April 4th @ 11am ET
In this Unplugged class, we do a deep dive in determining the results of any Scorecard® on an individual opportunity. We review the value of the "Gets" (deal health) and "Gives" (time remaining), and what it means for any sale. We explain the directional imp...
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Class: The Three Secret 'Gets' to Build Urgency
Presented Live: September 6th @ 11am ET
In this level 3 class, you will learn three hidden 'Gets' designed to accelerate urgency on every deal. These early, middle, and late stage gets are designed to inspire engagement and commitment from your buyer while giving you the insight you need to make...
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Class: Close the Deal™: Closes You Need For Prospecting
Presented Live: September 13th @ 11am ET
With dozens and dozens of closes available to the modern salesperson, it can be overwhelming to know which is the most effective and the right time. In this Level "1" course - we will explore the use of 3 Closes best designed for Prospecting and activiti...
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Class: Close the Deal™: Closes For Your Next Meeting
Presented Live: October 4th @ 11am ET
With dozens and dozens of closes available to the modern salesperson, it can be overwhelming to know which is the most effective and the right time. In this Level "2" course - we will explore the use of 3 Closes best designed for Discovery and Qualification...
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Class: Close The Deal™: Closing For the Order
Presented Live: October 11th @ 11am ET
With dozens and dozens of closes available to the modern salesperson, it can be overwhelming to know which is the most effective and the right time. In this Level "3" course - we will explore the use of 3 Closes best designed for Negotiation to bring the d...
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Class: What to do When Your Buyer Doesn't Deliver on Their "Gets"
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 th...
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Class: The three most important pricing conversations
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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Hit: How Do I Exchange "Gives" for "Gets?"
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Hit: How Do I Learn Buying Signs?
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Hit: How Do I Create My "Gets?" ("Commitment")
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Hit: How Do I Manage 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.
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Hit: How Do I Close 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.
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Hit: 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.
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Hit: How Do I Create My "Gives?" ("Leverage")
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Hit: What's the quickest way to know if you're winning a competitive deal?
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Hit: How Do I Use The Scorecard®
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Hack: Should I Offer Choices When I Close?