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What Is Gives & Gets®, the Negotiation Framework That Keeps You Out of Second Place?

Gives & Gets® is Hoffman’s framework for tracking exactly what you’re offering and what you’re getting back at every stage of a B2B negotiation, built on three psychological pillars: Leverage, Commitment, and Reciprocity. Get the exchange wrong and you land in the most expensive spot in sales: second place. Because second place costs the same ...

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The $25,000 Trade Show Sales Mistake B2B Companies Keep Making

I've walked more trade show floors than I can count over 35+ years selling, and I still hear the same excuse every single time. "We'll figure out the follow up when we get back to the office." No, you won't.

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The Discovery Call Mistake That’s Killing Your Deals

The biggest discovery call mistake is spending the meeting confirming a buyer’s interest without helping them develop a reason to move forward. A productive sales discovery call should help the buyer understand what they want to change, picture a better outcome, and participate in exploring how to get there. Your language, examples, and meeting preparation ...

Tuesdays with Hoffman.

Join Jeff for Tuesdays with Hoffman! We will be tackling how to handle the most common “show-stopping” objections when the economy gets turbulent.

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