Class: The Industry Question Unplugged: Starting The Perfect Meeting®
Work the Deal: The Perfect Meeting™ • 32m
Presented Live: June 22nd @ 11am
In this UNPLUGGED class, we investigate in detail the importance of the Industry layer in the Perfect Meeting®. Designed to disarm your buyer and shift the paradigm from Buyer-Seller to Student-Teacher, the Industry question is a critical component of a successful Perfect Meeting®. We discuss how to define, research, and ask industry questions and how to leverage that band of the pyramid in order to maintain control in every meeting.
Up Next in Work the Deal: The Perfect Meeting™
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Class: Discovering the 'N' in Bant
Presented Live: June 27th @ 11am ET
In this class, we look at defining, qualifying, and closing for "Need." We discuss how you can use the N in BANT as an opportunity to uncover topics such as competition, buying history, and org-structure earlier in deals than ever before so you can quickly qu...
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Class: Discovering the 'T' in Bant
Presented Live: July 18th @ 11am
Uncovering timeframe is a critical element of our discovery and deal process, but timeframe isn’t just a date on the calendar. In this Level 2 class, we explore how the art and science of layering in questions about timeframe in order to qualify deals, build urge...
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Class: The Intro Unplugged
Presented Live: August 30th @ 11am ET
Deals are won and lost after the first meeting-- or more specifically the first 5 minutes of that meeting. In this unplugged class, CeCe and Jeff dive into the Introduction band of The Perfect Meeting® pyramid and discuss the importance and tactics of every ...
