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Close The Deal

GIVES AND GETS®

sales training

Our negotiation and closing training teaches you how to introduce the pillars of negotiation earlier into the sales process than ever before. Our Gives and Gets™ technique and Scorecard® are exactly what you need to close deals faster and get predictability in your pipeline.

Train My Team

What you’ll learn

sales training

When done right, negotiation happens long before conversations around pricing and terms.

In our Close the Deal™ program your team will learn how to introduce the pillars of negotiation and the language of closing earlier into the sales process than ever before all the while, inspiring urgency and testing commitment to build momentum on every deal.  And as their closing ratio improves our proprietary Scorecard™ will give you and your reps a common language to assess the health of each deal in your pipeline and the  data required to forecast with accuracy.

Here’s a sample agenda:

Step 1

Lecture I

In our live-lectures your team will learn how to:

  • Use commitment and consistency to start negotiating
  • Transfer responsibility to prospect and customers
  • Identify points of leverage in each account and opportunity
  • Use demos, trials, and discounts to your advantage
  • Create a formal negotiation strategy

Step 2

Lecture II

In our live-lectures your team will learn how to:

  • Use closes and metrics to manage their pipeline and opportunities
  • Identify champions, coaches, and power
  • Expertly navigate procurement and legal
  • Hone in on buying signals at the closing table
  • Activate proven objection handling strategies

Step 3

Workshop

Our custom workshops are designed to address the specific needs and selling style of your unique organization. Deep dive into the topics and tactics tailored to your buyers, vertical, and offering. Workshop topics include:

  • Pricing conversation and  discount strategy
  • Account management: Upsell and renewals
  • Building a custom negotiation framework
  • Forecast theory and practice

Step 4

Lab

Perfect your team’s negotiation and closing skills and transform behavior in our live practice labs. Here your team will have the opportunity to practice the techniques they learned in real-time with HOFFMAN coaching them along the way. Lab topics include:

  • Live deal desk review
  • Deal strategy and planning
  • 1-1 coaching
  • Manager review

License types

Whether you’re looking for your team to master one slice of the sales funnel or to arm them with the tools they need at every stage of the sales and post-sales process, HOFFMAN has you covered.

Our Team and Enterprise Licenses are designed to address the specific needs of your sales organization.

Hoffman’s approach to gives and gets has radically improved the way we manage, raised skill levels, and increased sales predictability. Jeff has such a sharp understanding of sales issues that he raises the bar for everyone: our reps, our managers, and our executives – myself included

Tom Huntington
CFO at Crayon