Gives and Gets®

Close the Deal™

Master the art of closing with our proven strategies that convert prospects into loyal clients - boosting your revenue and accelerating sales success.

Trusted by industry leaders.

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, Closers learn how to gain commitments, create an environment for successful negotiation, and close a deal in even the most challenging situations.

In this core program, reps cultivate the language and confidence to negotiate 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

Learn how to close for more - earlier than you thought was possible.

The most successful Closers are the ones who understand that negotiation isn’t a moment in time, but rather begins on the very first call.

Our negotiation technique, Gives and Gets®, provides the foundation for our Close the Deal™ Practice and introduces the three pillars of negotiation earlier in 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®, helps you close deals faster and get predictability in your pipeline as you Close the Deal.

Intro to the Exchange

Now that you’ve learned Gives and Gets®, explore how to create and use your Scorecard® 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)

The Scorecard®

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 will discuss:

1. Closes You Need For Prospecting

2. Closes For Your Next Meeting

3. Closing For The Order

Closes at Every Stage

Following the foundational courses for Close 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:

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”?

The Art and Science of Closing

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

Coaching Call

The Closer Collection™

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.

FAQ

Frequently asked questions.

What is the Close the Deal™ methodology?

Our negotiation technique, Gives and Gets®, provides the foundation for our Close the Deal™ practice by introducing the three pillars of negotiation earlier in the sales process than ever before. Topics include negotiation skills, objection handling, competitive positioning, forecasting, and (of course) closing.

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 AEs looking to level up their ability to close at every stage of the deal, ensuring strong movement through their pipeline.

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

Not at all! Our Hoffman 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 are always customized to you to ensure your sales team gets 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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