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Close the Deal™

  • Start the Deal™
  • Work the Deal™
  • Close the Deal™
  • Lead the Deal™
  • Grow the Deal™
  • Accelerate the Deal™

Gives and Gets®

Learn the closing techniques that get deals over the finish line.

Buyers ask for things all the time. Do your reps return the favor? In our most empowering offering, reps will develop the skills to gain commitments through a specific exchange technique. Closers will learn how to create an environment for successful negotiation and how to close in even the most challenging situations.

In this core program, your reps will cultivate the language and confidence they need to begin negotiating earlier than ever before.

In our Close the Deal™ practice area your team will learn how to:

  • Understand the “three pillars of negotiation”
  • Transfer responsibility to the prospect
  • Leverage demos, trials and discounts
  • Create a formal negotiation strategy
  • Build urgency through early closes
  • Identify buying signs
  • Build their first deal Scorecard®
  • Distinguish themselves from their competition

The Learning Plan

The most successful Closers are the ones who understand that negotiation isn’t a moment in time, but rather begins on call one. In this practice, you will learn how to close for more-earlier- than you thought was possible through our Exchange® and your Scorecard®.

  • Intro to the Exchange

    You will be introduced to our negotiation technique, Gives and Gets®. This approach provides the foundation for our Close the Deal™ Practice by introducing the three pillars of negotiation earlier into the sales process than ever before. Topics include negotiation skills, objection handling, competitive positioning, forecasting, and (of course) closing.

    Our Gives and Gets® technique, as well as the use of the Scorecard®, is exactly what you need to close deals faster and get predictability in your pipeline as you Close the Deal.

  • The Scorecard®

    Now that you’ve learned about Gives and Gets®, explore how to create and utilize your Scorecard® as a map to navigate through every phase of the deal. Sessions include:

    1. The “Gives” Unplugged! (“Leverage”)

    2. The “Gets” Unplugged! (“Commitment”)

    3. The “Gives Gets” Exchange Unplugged! (Reciprocity)

  • Closes at Every Stage

    In the third course of your Close the Deal® practice, we’ll explore the closes you should employ at each deal stage to build commitment and urgency. Jeff and CeCe will discuss:

    1. Closes You Need For Prospecting

    2. Closes For Your Next Meeting

    3. Closing For The Order

  • Private Class

    Following the foundational courses for Close the Deal™, you’ll enjoy a private class with Jeff or CeCe to tackle unique-to-you challenges, ask questions, get feedback on real-life deals and more. This is a great opportunity to gain clarity around the objections that occur for your specific industry and buyer.

  • The Art and Science of Closing

    At Hoffman, we like to say that the art of sales is creating urgency where none exists. In this course, we’ll explore:

    1. The Three Secret ‘Gets’ To Build Urgency

    2. Hammer It Closed!®: Buying Signs

    3. What Do I Do When My Buyer Doesn’t Deliver On Their “Gets”?

  • Coaching Call

    Wrap up your Close the Deal™ program with a dedicated coaching call with Jeff or CeCe.

The Closer Collection™

sales training online

Your exclusive resource to all things Hoffman. Curate custom playlists based on sales question, topic, stage, skill and level.  So you can learn the way you plan to sell.

  • Start the Deal™, Work the Deal™ and Close the Deal™ –  The foundation to all of our Hoffman techniques.  The perfect entry point for anyone new (or returning) to sales.
  • Hoffman Hacks™– Our catalog of hundreds of classic sales answers for immediate action items, delivered to your phone in moments.  Constantly updated and curated.  Always a minute.
  • Hoffman Hits™– 3-minute video summaries of every 30-minute Hoffman class to reinforce learning when you need us on the go.  You’re welcome.

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

Everyone in the business world who wants to be successful needs to go through Hoffman’s training– 100%.

Steven Lipner
President at Whartons Dealmaker’s Club

Hoffman gave my team the right tools, control and confidence needed to initiate conversations and move deals toward the result we want.

Brent Jones
Program Manager Sales Training & Enablement

Hoffman is a magician. He captures everyone’s attention and has the uncanny ability to take content and techniques and turn it into something that is exciting, entertaining, and easily transferable into action.

Eric Shoemaker
CRO

I find nuggets in 99% of the Tuesdays with Hoffman events. I’m not in traditional sales. So much of the content, is applicable to the fundraising space because it is all about relationships and how you work with the various sponsors/donors/event participants.

Andrea Marlar
Assistant Vice President at Boston Children’s Hospital

Since attending the workshop my income has increased 30%, and the size of my deals nearly doubled.

Mark Vinokur
Enterprise Account Executive

Hoffman has been my go-to for training for over 10 years. Their expertise in unmatched and their level of expertise and innovation is clear. They have a deep knowledge and understanding of the sales process which allows them to deliver a training that is specific to our team, our challenges, and our goals. There is no better training out there.

Dave Peisach
VP of Account Management at Definitive Healthcare

Tuesdays with Hoffman is a meeting I protect on my calendar every week because the insights are actionable, practical, and real. Jeff and CeCe’s conversations always give me value and make me think. Thank you for all that you do!

Clayton
Business Development Director

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