Class: The "Gives" UNPLUGGED! ("Leverage")
Close the Deal: Gives and Gets® • 29m
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 Gets you should be looking for in the deals you are working on and how to capitalize on these moments so you can get more engagement and action from your buyer.
Up Next in Close the Deal: Gives and Gets®
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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.
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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.
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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.
