Work the Deal: The Perfect Meeting™
Statistically most deals die after the first meeting– So what are you going to do about it?
In this two-part Hallmark, you will learn how to run meetings that are designed to get to the heart of why your buyers buy and your customers renew. Desire. By restructuring the order of your questions and embracing Social Paradigms™ you will learn how to side-step negative buyer-seller dynamics and build urgency on every deal.
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Work The Deal: Volume I
In this two part Hallmark you will be introduced to our discovery technique, The Perfect Meeting™. This approach provides the foundation for our Work the Deal™ Practice by revealing a powerful way to command any customer meeting. Topics include presentations skills, linguistics, and the use of ...
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Work The Deal: Volume II
In this two part Hallmark you will be introduced to our discovery technique, The Perfect Meeting™. This approach provides the foundation for our Work the Deal™ Practice by revealing a powerful way to command any customer meeting. Topics include presentations skills, linguistics, and the use of ...
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Class: Accelerate Your Next Perfect Meeting™ (Prep)
Presented Live: January 31st @ 1pm ET
Your meeting is only as successful as your prep. In this class, Jeff and CeCe teach you how to get in front of turbulent moments through your preparation and establish high levels of Social Value™ before you ever walk into the room. Prepare for successful me...
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Class: The Social Paradigm™ UNPLUGGED! ("Rapport")
Presented Live: February 2nd @ 11am ET
Social paradigms™ drive human behavior, for you, your buyer, and everyone involved in the sales cycle. By changing your uniform and learning how to harness the language and behavior of specific Social Paradigms™ you will gain the control you need to engage ...
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Class: Accelerate Your Last Perfect Meeting™ (Follow Up)
Presented Live: February 7th @ 1pm ET
You had The Perfect Meeting™, but what’s next? In this level 2 class you will learn that follow up is so much more than a “recap email.” Learn how to accelerate deals post-meeting with CeCe and Jeff’s favorite tactics for during and immediately after each in...
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Starting the Perfect Meeting™
Summary of the three elements the introduction layer of "The Perfect Meeting™ technique.
You will learn how to close for time, agenda, and permission.
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Meeting Ghosts
Summary of the three things to do when a customer no-shows your meeting.
You will learn how to respond, re-close, and follow up.
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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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Breaking Up with Non-Power
Summary of the three things to do when realize your prospect has no power.
You will learn how to breakup with a prospect, pivot, and multi-thread your account.
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Class: The Social Paradigm™: Teacher / Student
Presented Live: February 21st @ 11am ET
Social Paradigms™ are the easiest way to shift the dynamic between you and your buyer. In this class, Jeff and CeCe explore the benefits and application of the Teacher<>Student paradigm and the language and behavior required to transition from one paradigm...
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Social Paradigm: Teacher Student
Social Paradigms™ are the easiest way to shift the dynamic between you and your buyer.
