The Perfect Meeting®

Work the Deal™

Master mid-funnel momentum. Use the Perfect Meeting® and Social Paradigms® to drive urgency, uncover buying signals, and keep deals moving forward.

Trusted by industry leaders.

The Perfect Meeting®

Uncover buying signals, identify champions, and inspire urgency.

Through mastery of the middle funnel, reps will learn to better frame opportunities, manage sales qualification buyers, identify upsell opportunities and handle objections. With a focus on deal momentum and advancing opportunities with Social Paradigms™, your team will sidestep negative buyer-seller dynamics and control every deal. In our Work the Deal™ practice area your team will learn how to:

Leverage Social Paradigms® to accelerate sales

Organize meetings to gather critical information

Craft a compelling pitch and close

Establish urgency early

Own every meeting’s agenda

Overcome mid-funnel & product objections

Manage deal “turbulence”

Identify buyer motivation and more

The learning plan

In this practice area, you will learn how to navigate the turbulence and ambiguity that happens in the middle of every deal.

By learning to manage the moment through The Perfect Meeting®, you will quickly understand how to shift the paradigm with your buyers and drive urgency on every deal.

In this course, you will learn our discovery technique – The Perfect Meeting® – which provides the foundation for our Work the Deal™ Practice by revealing a powerful way to command any customer meeting. Jeff will also discuss presentation skills, linguistics, and the use of Social Value and Social Paradigms®.

Intro to The Perfect Meeting®

Now that you’ve learned about The Perfect Meeting®, explore how to approach each piece of the pyramid. In this course, we will cover:

1. The Industry Q Unplugged – Starting The Perfect Meeting®

2. The ‘Company’ Question

3. The Org Question : The Most Powerful Element Of The Perfect Meeting®

4. The Intro Unplugged

The Perfect Meeting® Pyramid

In the third course of your Work the Deal® practice, we’ll explore how you can utilize the BANT framework during discovery. Jeff will discuss:

1. How to Uncover The ‘B’ In BANT

2. Discovering The ‘A’ In BANT

3. Discovering The ‘N’ In BANT

4. Discovering The ‘T’ In BANT

5. Pricing 101: The Three Most Important Pricing Conversations

Discovery Topics – BANT

Following the foundational courses for Work the Deal™, you’ll enjoy a private class with Jeff 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.

Private Class

At Hoffman, we like to say that the art of sales is creating urgency where none exists. In this course, we’ll explore how to build urgency through each phase of the deal. Topics include:

1. How to Accelerate Your Next Perfect Meeting™ (Prep)

2. How to Accelerate Your Last Perfect Meeting™ (Follow Up)

3. How To Increase Engagement Before, During, And After Your Next Meeting

4. How To Multithread An Existing Account

Building Urgency

Wrap up your Work the Deal™ program with a dedicated coaching call with Jeff.

Coaching Call

The Closer Collection™

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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.

FAQ

Frequently asked questions.

What is the Work the Deal™ methodology?

Our Work the Deal™ practice area reveals a powerful way to command any customer meeting, using The Perfect Meeting® approach as the foundation. Topics include presentations skills, linguistics, and the use of social value. This technique is designed to inspire urgency, qualify buyers, and smoothly handle objections as you maintain control at every stage. Useful in any meeting of any length, our approach to discovery and qualification builds momentum as you Work the Deal™.

Who is this training best suited for?

This training can be customized for Closers of all levels, but we see it as particularly valuable for Closers looking to build pipeline velocity, streamline the sales discovery process and master deal qualification.

We already use another sales methodology. Do we need to scrap that?

Not at all! Our Hoffman sales training is designed to offer tactical, actionable insights that Closers can layer with their existing sales methodology to further support their success.

Are there any specific prerequisites required?

Nope! Come as you are.

Can the lessons be customized to our industry?

Absolutely! Our Hoffman sales training programs for Closer, Accelerate and Enterprise are always customized to ensure you and your sales team get the most out of your training with us.

What our clients are saying

Hear firsthand how our approach makes a lasting impact.

"Hoffman’s approach"

"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."

"Hoffman’s training"

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

"Hoffman gave my team the right tools"

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

"Hoffman is a magician"

"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."

"Hoffman events"

"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."

"Attending the workshop"

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

"Hoffman has been my go-to for training"

"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."

"Thank you for all that you do!"

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

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