Class: Discovering the 'T' in Bant
Work the Deal: The Perfect Meeting™
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27m
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 urgency, and understand how your buyer prioritizes their current initiatives. Sophisticated linguistic and qualifying techniques are presented to inspire even the most hardened buyer to share.
Up Next in Work the Deal: The Perfect Meeting™
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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 ...
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Class: Work the Deal: How to multithr...
Presented Live: September 27th @ 11am ET
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 establishi...
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Class: How to Increase Engagement Bef...
Presented Live: November 29th @ 11am ET
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 Level 1 class, we explore a variety of techniques...
