Class: Social Value™ UNPLUGGED! (Self-Confidence)
Summer 2024
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29m
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 of circumstance.
Up Next in Summer 2024
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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...
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 Im...
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...
