Course

Advanced Negotiation Masterclass (Part 4 of 4)

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over 2,000+
Learners
Recognize buyer negotiation tactics before they derail the deal, neutralize pressure in real time, and stay flexible without sounding weak.
Chris Orlob
Founder and CEO of Caliber (formerly pclub.io)
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Join learners mastering Negotiation

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Brian McCarthy
Senior Vice President of Global Sales, Gloat
I've been through a lot of discovery trainings in my career, and this is easily at the top. The best part is how immediately actionable it is. My reps walked away with exact questions, tactics, and techniques they used to improve their next sales calls.
Smiling young man with slicked-back brown hair and green button-up shirt on a white background.
Alex Moffitt
Global Technical Sales Manager, Fusion 360 at Autodesk
We trained our teams on Discovery Masterclass, and we're already seeing an increase in opp conversion rates. Several reps said this was the most actionable sales training they've ever done.
Smiling woman with brown hair in a ponytail wearing gold hoop earrings and a sleeveless beige top standing in front of a green abstract background.
Jasi Johnson
Account Director at LinkedIn
Finished my quarter at 152%. Just wanted to send you a thank you note for the training and content. I finished my quarter at 152% and my half at 104% largely due to your teachings and learning from your experiences.
Smiling man with short dark hair wearing a black shirt against a black background.
Griffin Casey
Sales Manager at Drift
Best disco course - I'm seeing a ton of progress on my team - especially the Cause Analysis and Negative Implications - the problems we are talking about with prospects went from leads/pipeline to CAC, Attrition, etc so it's been huge getting higher in the org.
Portrait of a smiling middle-aged man with short brown hair and blue eyes against a beige background.
Brian McCarthy
Senior Vice President of Global Sales, Gloat
I've been through a lot of discovery trainings in my career, and this is easily at the top. The best part is how immediately actionable it is. My reps walked away with exact questions, tactics, and techniques they used to improve their next sales calls.
Smiling young man with slicked-back brown hair and green button-up shirt on a white background.
Alex Moffitt
Global Technical Sales Manager, Fusion 360 at Autodesk
We trained our teams on Discovery Masterclass, and we're already seeing an increase in opp conversion rates. Several reps said this was the most actionable sales training they've ever done.
Smiling woman with brown hair in a ponytail wearing gold hoop earrings and a sleeveless beige top standing in front of a green abstract background.
Jasi Johnson
Account Director at LinkedIn
Finished my quarter at 152%. Just wanted to send you a thank you note for the training and content. I finished my quarter at 152% and my half at 104% largely due to your teachings and learning from your experiences.
Smiling man with short dark hair wearing a black shirt against a black background.
Griffin Casey
Sales Manager at Drift
Best disco course - I'm seeing a ton of progress on my team - especially the Cause Analysis and Negative Implications - the problems we are talking about with prospects went from leads/pipeline to CAC, Attrition, etc so it's been huge getting higher in the org.
Portrait of a smiling middle-aged man with short brown hair and blue eyes against a beige background.
Brian McCarthy
Senior Vice President of Global Sales, Gloat
I've been through a lot of discovery trainings in my career, and this is easily at the top. The best part is how immediately actionable it is. My reps walked away with exact questions, tactics, and techniques they used to improve their next sales calls.
Smiling young man with slicked-back brown hair and green button-up shirt on a white background.
Alex Moffitt
Global Technical Sales Manager, Fusion 360 at Autodesk
We trained our teams on Discovery Masterclass, and we're already seeing an increase in opp conversion rates. Several reps said this was the most actionable sales training they've ever done.
Smiling woman with brown hair in a ponytail wearing gold hoop earrings and a sleeveless beige top standing in front of a green abstract background.
Jasi Johnson
Account Director at LinkedIn
Finished my quarter at 152%. Just wanted to send you a thank you note for the training and content. I finished my quarter at 152% and my half at 104% largely due to your teachings and learning from your experiences.
Smiling man with short dark hair wearing a black shirt against a black background.
Griffin Casey
Sales Manager at Drift
Best disco course - I'm seeing a ton of progress on my team - especially the Cause Analysis and Negative Implications - the problems we are talking about with prospects went from leads/pipeline to CAC, Attrition, etc so it's been huge getting higher in the org.

Stop getting surprised by buyer tactics and start seeing the move before it lands

Buyers use tactics, sometimes intentionally and sometimes instinctively, to test price, create pressure, and improve their position. This course gives AEs a playbook for recognizing those moves, understanding the motive behind them, and responding with enough strength, flexibility, and value discipline to keep the negotiation on track.

Before this course:

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You get caught off guard by late buyer tactics
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You struggle to respond when buyers flinch, cherry pick, or ask for vague discounts
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You feel pressure to concede when cheap competitors enter the conversation
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You have trouble identifying the motive behind a buyer’s ask
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You want to stay flexible without creating the perception of weakness
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After this course:

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You recognize common buyer negotiation tactics before reacting
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You respond to flinching, cherry picking, and vague price-drop requests with more control
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You understand how round numbers and minor concessions can be used against you
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You neutralize cheap competitor pressure without collapsing on price
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You lead with quantified value while maintaining strength and flexibility
MEET YOUR MENTOR

Chris Orlob

Chris Orlob is the Founder and CEO of Caliber (formerly pclub.io), a revenue skill transformation platform built for modern revenue teams. Before founding Caliber, Chris helped Gong grow from $200K to $200M in revenue and reach a $7.2 billion valuation.

Chris has built his negotiation curriculum around the moments where seller confidence gets tested most. His approach helps AEs recognize the psychology behind buyer tactics, avoid reactive concessions, and keep the conversation centered on value instead of pressure.

‍Inside Advanced Negotiation Masterclass Part 4, Chris shows sellers how to predict and neutralize buyer tactics in real time. You will build the skill to stay composed, protect your position, and move negotiations toward win-win outcomes without letting the buyer control every move.

Course Overview

1
Predicting and Neutralizing Your Buyer’s Tactics
Overview of Overcoming Buyer’s Tactics
The Pleasant Surprise
Minor Concessions After the Verbal
How to Deal With Flinching
How to Deal With Cherry Picking
Using Round Numbers to Field Your Best Price
Requesting a Price Drop Without a Specific Number
General Price Resistance
Using Cheap Competitors Against You
Summary and What to Do Next
Advanced Negotiation Masterclass Part 4 Knowledge Check
Course info
Level
Expert
Topics
AEs, Enterprise, Mid Market
Run Time
1h 11m
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Trusted by top performers at…

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Everything You Get to Become An Elite AE

Close More Deals, Grow Your Income, and Accelerate Your Career With the World’s #1 AE Performance Platform.

Quarterly Plan

What’s included

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Every Course & Transformation Path
Master every AE skill from discovery to negotiation.
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Certifications That Pay
Get credentials that increase earning power and promotion speed.
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New Courses, Every Month
Stay ahead of the market with fresh lessons, mini-paths, and frameworks released monthly from the world’s top revenue experts.
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AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI deal simulations that let you rehearse real conversations, objections, and negotiations.
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Private Skill Stacker Community
Network with ambitious AEs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
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Live Group Coaching
Join bi-weekly live sessions with elite mentors and top AEs — get direct feedback, guidance, and accountability on your pipeline.
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Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, and sales legends behind today’s fastest-growing companies.
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Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
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30-Day 100% Money-Back Guarantee
Not included in the monthly plan, though you are welcome to cancel any time.

Annual Plan

MOST POPULAR

What’s included

White check mark inside a black circle with a glowing green outline.
Every Course & Transformation Path
Master every AE skill from discovery to negotiation.
White check mark inside a black circle with a glowing green outline.
Certifications That Pay
Get credentials that increase earning power and promotion speed.
White check mark inside a black circle with a glowing green outline.
New Courses, Every Month
Stay ahead of the market with fresh lessons, mini-paths, and frameworks released monthly from the world’s top revenue experts.
White check mark inside a black circle with a glowing green outline.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI deal simulations that let you rehearse real conversations, objections, and negotiations.
White check mark inside a black circle with a glowing green outline.
Private Skill Stacker Community
Network with ambitious AEs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
White check mark inside a black circle with a glowing green outline.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top AEs — get direct feedback, guidance, and accountability on your pipeline.
White check mark inside a black circle with a glowing green outline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, and sales legends behind today’s fastest-growing companies.
White check mark inside a black circle with a glowing green outline.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
White check mark inside a black circle with a glowing green outline.
30-Day 100% Money-Back Guarantee
Not included in the monthly plan, though you are welcome to cancel any time.
If you hired a top sales coach, invested in elite courses, and bought one-on-one mentorship, you’d spend over $10,000. Inside pclub.io, you get it all — for less than the cost of one dinner out per week.
REAL WORLD VALUE
$1,499 /qtr
YOUR INVESTMENT:
$299 /qtr
Sign Up For Quarterly
REAL WORLD VALUE
$10,000 /year
YOUR INVESTMENT:
$995 /year
Sign Up For Annual

Annual Plan

MOST POPULAR

What’s included

White check mark inside a black circle with a glowing green outline.
Every Course & Transformation Path
Master every AE skill from discovery to negotiation.
White check mark inside a black circle with a glowing green outline.
Certifications That Pay
Get credentials that increase earning power and promotion speed.
White check mark inside a black circle with a glowing green outline.
New Courses, Every Month
Stay ahead of the market with fresh lessons, mini-paths, and frameworks released monthly from the world’s top revenue experts.
White check mark inside a black circle with a glowing green outline.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI deal simulations that let you rehearse real conversations, objections, and negotiations.
White check mark inside a black circle with a glowing green outline.
Private Skill Stacker Community
Network with ambitious AEs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
White check mark inside a black circle with a glowing green outline.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top AEs — get direct feedback, guidance, and accountability on your pipeline.
White check mark inside a black circle with a glowing green outline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, and sales legends behind today’s fastest-growing companies.
White check mark inside a black circle with a glowing green outline.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
White check mark inside a black circle with a glowing green outline.
30-Day 100% Money-Back Guarantee
Not included in the monthly plan, though you are welcome to cancel any time.
If you hired a top sales coach, invested in elite courses, and bought one-on-one mentorship, you’d spend over $10,000. Inside pclub.io, you get it all — for less than the cost of one dinner out per week.
REAL WORLD VALUE
$10,000 /year
YOUR INVESTMENT:
$995 /year
Sign Up For Annual

FAQ

Who is pclub built for, and what makes it different from other sales training?
pclub is built for every revenue role, from SDR to AE to CRO, and for the teams that lead them. If your performance depends on revenue skills, you belong here.What sets pclub apart is the system behind it. Most sales training is a one-time event taught by outdated trainers with no real-world credibility. pclub is a continuous Revenue Skill Transformation System, taught exclusively by the top 1% of revenue experts in the world, reinforced through AI-powered skill practice, and designed to compound over time. You are not just getting access to content. You are getting a flywheel that builds measurable skill capacity and drives real revenue outcomes.
Do I get instant access to all courses?
Yes. The moment you join, everything is unlocked. Start with whichever course or Transformation Path fits your most pressing goal and begin building skills you can apply right away. Every path is designed to move you forward fast.
How long will it take to apply what I learn?
Quickly. Every course is built for rapid, practical application, with templates, examples, and exercises designed around real-world scenarios. Most learners are putting new skills to work within their first week.
Will this work regardless of where I'm starting?
Yes. Every course and Transformation Path is built with a step-by-step structure that meets you where you are, whether you're closing your first deals or sharpening skills at the top of your game. The system is designed to compound, so every skill you build accelerates the next.
Are lessons live or recorded?
They are recorded. But pclub is not a video library you watch and forget. Each course is structured as a skill system, with instruction, homework, and AI-powered practice built in so you are actively building something repeatable, not just consuming content. Learn at your own pace, revisit modules anytime, and reinforce what you learn until the skill is yours.
Is access subscription-based?
Yes. Your subscription gives you full access to all courses and Transformation Paths, AI-powered skill practice, certifications, and the private Skill Stacker Community. Annual members also get live group coaching, live author bonus training sessions, and a 30-day money-back guarantee. Cancel anytime with no hidden terms or fine print.

Stay in control when buyers test your position.

Use Chris Orlob’s buyer-tactic playbook to recognize pressure moves, respond with confidence, and protect value without turning negotiation into a standoff.

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