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...

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...

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...

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 ...

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...

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...

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...

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...

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.

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.

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.