Close the deal.™
Gives and Gets®
If you’re looking to master one slice of the sales funnel, the Student license will sharpen the area you need to improve.
The Student license gives you access to:
- Two live lectures
- All course materials
Hone your craft at every step of the sales process with our Closer license.
The Closer license gives you access to all three programs:
- Start the Deal.™
- Work the Deal.™
- Close the Deal.™
- All course materials
- 8+ hours of training
- Tuesdays with Hoffman recordings and priority access
Close the Deal.™
In this two-part program, we’ll examine various closing scenarios to see which closing techniques get deals across the finish line.
You’ll gain the confidence you need to begin negotiating as early as the first call, inspiring urgency and testing commitment to keep up momentum.
And as your closing ratio improves, our proprietary Scorecard® will help you easily assess the health of your pipeline.
Webinar I | LIVE
- Use commitment and consistency to start negotiating
- Transfer responsibility to your prospect
- Identify your coach, sponsor, and champion
- Leverage demos, trials, and discounts
- Create a formal negotiation strategy
Webinar II | LIVE
- Identify buying signals at the closing table
- Activate proven objection-handling strategies
- Cleanly distinguish yourself from your competition
- Leverage your champion to work through procurement
Who is this for?
- Inside Sales Reps
- Account Executives
- Business Development
- Strategic Account Reps
- Account Managers
- Customer Success Managers
- Vice Presidents
HOFFMAN’s techniques for selling ourselves in interviews, negotiating job offers, and getting ‘cold’ email responses are an invaluable complement to our regular curriculum. Bottom line – Hoffman’s techniques work!”
–Rachel Hassas, MBA Candidate, The MIT Sloan School of Management
change one thingQuid pro no!
One of the quickest way to scuttle a promising relationship is to confuse the concepts of reciprocity and contingency.
Contingency is the classic this-for-that, or “quid pro quo.” If you give me this, I’ll give you that. You’ve proposed a trade but you’re not here to give anything away. If the other person wants what you’ve proposed badly enough, it may work out fine. But you’re not building a relationship.
Reciprocity, on the other hand, is vastly more powerful. In fact, it’s not a stretch to say that the principle of reciprocity makes society possible. Reciprocity enters the picture when you freely give, without asking for something in return. In that situation, it’s not a trade – it’s a gift. And because of the way people around the globe are conditioned to behave, the other person will feel an internal drive to give you something. Again, it’s not a trade, it’s much more powerful. If you’re exchanging gifts with someone, that’s evidence of a relationship, and they will behave in ways that recognize that relationship.