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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Class: The "Gives Gets" Exchange UNPL...
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 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...
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Class: The Scorecard® UNPLUGGED! ("Cl...
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...
