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: 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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Class: How Do I Conduct My Perfect Meeting® Virtually?
Presented Live: April 13th @ 1pm
Conducting The Perfect Meeting® requires dedication to the 3-close intro, and faithful progression through the 7 named categories. But how do we apply this technique when the meeting is virtual? In this Level 2 class, we leverage our technique by taking full ad...
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Class: The 'Company' Question UNPLUGGED!
Presented Live: April 18th @ 11am
In this UNPLUGGED class, we investigate in detail the importance of the Company layer in the Perfect Meeting®. Designed to qualify while establishing the Student-Teacher paradigm, we pursue the topics of the customer's customers, products, and competitors. Ea...
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Class: How Do I Uncover the 'B' in BANT?
Presented Live: April 25th @ 11am
Uncovering budget is one of the most challenging motions for salespeople, regardless of experience. Determining the prospect's specific ability to purchase is elusive as most customers are reluctant to share these details at even the latest stages of a deal. In ...
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Class: The Org Q Unplugged!: The Importance of People and Places
In this deep-dive "Unplugged" class, we explore the hidden power of the Organization band within The Perfect Meeting®. By exploring people, locations, roles, and positions early in Discovery we can go to great depths in determining deal health, strategy, and next steps. Often a disarming sectio...
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Hit: How Do I Start My 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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Hit: What Do I Do When My Meeting is Ghosted?
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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Hit: How Do I Avoid a Gatekeeper? (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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Hit: How Do I Conduct My Perfect Meeting® Virtually?
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Hit: How Do I Use 'Company' Questions?
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Hit: Company Questions: Product Qs
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Hit: How Do I Confirm My 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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Hit: How Do I Accelerate My Last Perfect Meeting?® (Follow Up)
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Hit: How Do I Accelerate Your Next Perfect Meeting™ (Prep)
Your meeting is only as successful as your prep. Prepare for successful meetings with our preflight checklist.
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Hit: What Do I Do When a Ghost Returns?
Summary of the three things to do when a vanished prospect resurfaces.
You will learn how to demonstrate scarcity, reverse closing, and re-engagement.
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Hit: How Do I Uncover the 'B' in BANT?
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Hit: Company Questions: Customer Qs
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Hit: Company Questions: Mission Statement and Goals
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Hit: How Do I Use the Organization Band in the PM?
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Hack: How Do I Use My "3-Point" Agenda?
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Hack: How Many Demos Should I Give?