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Class: Early Objections: How to Stay Cool when Cold Calling
Presented: May 22nd @ 11am ET
"Send me some information." "I'm not the right person." "Is this a cold call?" These are the objections we hear all the time when cold calling, but somehow never really have good answers for... until now. In this class, CeCe and Jeff breakdown the ultimate responses...
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Class: How to Manage Renewals: "Getting the Grade"
In this class, Jeff will talk about the importance of the first 30 days of a customer's journey and how to close for "the grade" to get ahead of upsells and renewals.
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Class: Crafting your Elevator Pitch
The formula for crafting a winning elevator pitch, unlocked! Used to build "interest" with buyers, elevator pitches should be short, unique, and rich with language to inspire engagement early in the sales funnel. In this class, CeCe and Jeff discuss the purpose and placement of the elevator pitch...
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Class: Work the Deal™: How to Multithread an Existing Account
Multi-threading is more than a buzzword. It is an age-old practice utilized by large account executives for decades. In this Level 2 class, we explore how to navigate even the most complicated org charts by moving north/south AND east/west by establishing pockets of influence throughout the ent...
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Class: Hammer it Closed!®: Buying Signs
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 they are inching toward desire. Explorin...
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Class: Voice Mail: Should I or Shouldn't I?
Voicemails may seem like a black hole, but they are a key part of any outreach strategy. When do you leave them? What do they sound like? And how do they fit into your cadence? CeCe and Jeff share all the do's and don'ts of phone and voice mail in this class.
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Class: How to Increase Engagement Before, During, and After Your Next Meeting
Engagement during any sales call should never be assumed. Even the most motivated buyer is often conditioned to remain aloof, standoffish, and reserved when greeted with an unsophisticated seller. In this class, we explore a variety of techniques that can be deployed before, during, and after e...
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Class: Start the Deal™: Prospecting for Tradeshows
In this class, you will explore the techniques to:
-Engage sponsors, speakers and attendees of events
-Get someone you don’t know to respond to you
-Close for meetings and internal referrals
-Avoid the SPAM filter
-Capture attention in 30 seconds
-Effectively sidestep gatekeepers -
Class: The Three Secret 'Gets' to Build Urgency
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 strategic decisions on the account. By l...
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Class: Social Value™ UNPLUGGED! (Self-Confidence)
A deep dive into one of Hoffman's core principles: Social Value™. We explore how scarcity, authority, and choice impacts the buyer seller relationship, and how that can be applied throughout the entire sales process. Closers learn new techniques on how to demonstrate self confidence, regardless...
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Class: How to Write a WYWYN® Email
It's one thing to understand Why You? Why You Now® technique, but it's another thing to actually put it into practice. In this Level 1, Start the Deal™ class, CeCe walks you through the process of researching, writing, and sending a WYWYN® email. From understanding how much time to spend research...
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Class: Coaching: Your 5-Step Coaching Template
Inspiring seasoned sales people to change behavior can be a challenge for any leader. Here, we teach a standard 5 step framework that can be applied and adapted to any style of rep, with change occurring within as quickly as 30 days. Setting proper activities, adjusting execution, and capturin...
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Class: Pricing 101: The Three Most Important Pricing Conversations
Few topics are as critical to the health of a deal as Pricing, so few Closers approach the topic without some level of anxiety. That's why we break down the topic of Pricing into three: Rate Card, Verbal, and Proposal. By separating the pricing discussion into three distinct elements, we are a...
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Own the Deal™: How to Build Scarcity in Your Next Deal
It can be difficult to present yourself as a peer to your Prospect, particularly when they are sitting in the C-suite. But no one is immune to FOMO. In this Level 3 Class, we explore how the art of scarcity can be leveraged to create strong social value in the hearts and minds of your customer....
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The Why You® - Triggers
The entire WYWYN® prospecting technique is predicated on the use of sales triggers with these compelling events becoming the subject of the first line of every email and cold call. In this class Jeff and CeCe discuss research techniques, universal triggers and strategies for expanding the audienc...
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The Why You Now® - Value
The entire WYWYN® prospecting technique is predicated on the use of sales triggers but triggers are meaningless without a strong tieback to the value you deliver. In this class, Jeff and CeCe discuss the art of driving urgency and relevancy through your value proposition and how to align your off...
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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...