Gives and Gets®

Do you get stuck spinning wheels when you’re trying to advance a deal? The best negotiators know what to look for and when to engage.

Every commitment is achieved through a specific bargaining technique. Reps will learn how to create an ideal environment for successful negotiations. Our proprietary Scorecard® gives your sales team the vocabulary and confidence they need to create engagement early in the sales process and build momentum as the deal advances.

In this sales training module you will gain not only the language and confidence you need to begin negotiating earlier but you will also gain a new approach for evaluating and forecasting your active sales opportunities and overcoming objections. Our Scorecard® system gives you a new lens for looking across your pipeline and quickly assessing the health of the deal and the likelihood of closing it.

Learn How To:
  • Use the rules of commitment and consistency to initiate the negotiation process.
  • Transfer activity ownership from your shoulders to your prospect’s.
  • Identify the opportunity’s coach, sponsor, and champion.
  • Effectively leverage demos, trials, and discounts in your sales process.
  • Create a formal negotiation strategy and framework.
  • Evaluate the health of a deal through our Scorecard® system.
In-Class Exercises:
  • Build your own custom Scorecard® to use in all negotiations.
  • Role-play negotiation tactics and techniques.
Suggested Attendees: 
  • Inside Sales
  • Direct Sales
  • Channel Sales
  • Sales Managers
  • Sales Executives
  • National Accounts

This module has a HOFFMAN Lab component with a live phone session. This particular offering goes deeper on practical application and gets your reps on the phones executing our technique live with real-time coaching and feedback from our team. Leaders can expect 1-2 calls per rep depending on the size of the team and the accounts you are targeting.

What to know more?

Upcoming Workshops.

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This framework and training gives my team the opportunity to create a more mutual and equal relationship with the buyer and define steps forward in a more positive way.”

- Eric Shoemaker, SVP Sales & Global Projects, CloudHealth Technologies, Inc.

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