Managing the Anti-Champion
Close the Deal: Gives and Gets® • 1m 57s
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.
Up Next in Close the Deal: Gives and Gets®
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 Technic...
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...