negotiation

Webinar: Maximizing Profits – You Get What Your People Can Negotiate | 11-April

Posted on

In business, as in life, you don’t necessarily get what you deserve, rather you get what you can negotiate.

When: Tuesday, April 11, 2017 @ 2:00 PM Eastern

are-you-leaving-money-on-the-table

Many Distribution professionals are at a negotiating disadvantage because they have never been trained in the set of skills that effective negotiators have mastered.

Whether you are negotiating a major contract with a new client, a small add on deal with an existing customer, or a new supplier agreement with a manufacturer it is critical that you have the requisite skills to increase the likelihood of a satisfactory outcome.

SPASigma has created a fast paced, entertaining, and informative approach to developing your negotiation skills.

Join us for an informative webinar on a new approach to negotiation training.

WHAT YOU WILL LEARN

  • How to win at the game of negotiation
  • Strategies to uncover the other party’s pressures
  • Powerful negotiation tactics and countermeasures
  • Concession making strategies
  • Strategies to build and maintain long-term business relationships
  • Proven ways to increase the other party’s satisfaction

Click here to register

 

Set You and Your Team Up to Win Better Agreements at Battle For Margin

Your organization’s profits depend on the individual and collective negotiation skill of your employees – from sales to purchasing. The Battle for Margin negotiation intensive is a rare opportunity to dive deeper into negotiation strategy that will immediately drive for more profitable agreements. Don’t you and your team deserve to be set up for success?

Don’t miss the Battle for Margin – it will be held June 8-9 at the Mandarin Oriental Hotel in Las Vegas.

 

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can subscribe to our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

SPA Featured in The Distributor Channel article “Every Silver Cloud has a Dark Lining: Things to Consider in a Growth Economy”

Posted on Updated on

SPA was featured in a recent The Distributor Channel article, “Every Silver Cloud has a Dark Lining: Things to Consider in a Growth Economy”, which discusses the fact that a strong economic growth business environment can “distract from strategic thought” and why a solid pricing process is an essential part of any strategic initiative.

Excerpts of the article follow.

“Every Silver Cloud has a Dark Lining”

Not to be a perennial bummer, but all this growth stuff presents a few issues for distributors.  For the next couple of weeks we will explore issues tied to operating in a good economic times.  So, without further ado, let’s explore the dark lining in what most view as a silver cloud.

“Issue One: Brisk Business Masks Process Breakdowns”

Surging sales provides stealth cover for many problems.  You lose market share, but since the numbers are looking good you don’t notice competitors poaching business from some of your accounts.  Mediocre sellers post growth dollars and their lack of skills go unnoticed.   Sellers announce they are too busy for CRM data input.  Warehouses get dirty, shelves get cluttered.  Customer returns languish for months before suppliers are notified and credit received.

“Issue Two:  Great Business Climates Distract from Strategic Thought”

Without the right kind of discipline, distributor types find themselves consumed by urgent issues and procrastinate strategically critical issues.  It feels good to be busy and even better when busy is tied to the instant gratification of big business.  But our world is changing… Actually spinning faster than ever before.  Investing in strategic issues during good times is more important during upticks in the economy.  Experience dictates, those with solid strategy go into recession better positioned and rise faster with the next upturn.  Let’s think of strategically important topics.

“I believe a solid pricing process is an essential part of any strategic initiative.  There’s three big reasons why:”

> Pricing Process drives bottom line results.  The typical distributor using David Bauders’ Strategic Pricing Associates improves gross margin by two points.  In some industries, this nearly doubles the bottom line results.  For most distributors the gain is still in the 50 percent range.  You can’t ignore this size of an increase.

> Company value is dramatically improved.  Distributor businesses are valued on a multiple of bottom line profits before tax and interest (EBITA).  Here’s a simplified example of how it works.  A company putting $1M to the bottom line could be valued at 6 times earnings or $6M.  That company increases the bottom line via pricing by 50 percent to $1.5M.  Using the same formula, the company is now valued at $9M.  Further, our research indicates companies with higher performance than industry norms often attract a higher multiple of earnings.  So, the process may actually improve the value substantially more think multiple of 8, which means a value of $12M.  Yep, pretty strategic.

> Processes in the sales department tend to interact.  Building a credible pricing process requires detailed customer and supplier segmentation; marketing improves.  Salespeople are forced to think more critically about the customers they invest time with.  Targeting improves.  And, sales teams with well-developed targets are 47 percent more effective in reaching their goals

Click here to read the complete article.

 

Upcoming SPA Events

Set You and Your Team Up to Win Better Agreements at Battle For Margin

Your organization’s profits depend on the individual and collective negotiation skill of your employees – from sales to purchasing. The Battle for Margin negotiation intensive is a rare opportunity to dive deeper into negotiation strategy that will immediately drive for more profitable agreements. Don’t you and your team deserve to be set up for success? Don’t miss the Battle for Margin.

It will be held June 8-9 at the Mandarin Oriental in Las Vegas, NV.

Get negotiation intelligence you’ll find nowhere else:

Revolutionize how you and your team view negotiation. Give your organization the tools and knowledge to drive more profit than ever before with compelling and eye-opening case studies, critiques, and group exercises. Instill knowledge fast. The day will fly by because our seminars are purposefully entertaining and educational; people learn more when they’re having fun.

Attendee Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPASigma Negotiation Training Seminars.

“SPASIGMA breaks the standard mold of slow pace seminars. It’s engaging, fun, and interactive in a setting that feels warm and comfortable.”

     — Mitch Koepp, Marketing Manager, All World Machinery

Other SPA Events

Click here for other SPA event dates and times including our upcoming webcasts.

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

Industry Leaders SPA and Tour de Force Announce Partnership

Posted on Updated on

Strategic Pricing Associates and Tour de Force to deliver a joint solution.

Strategic Pricing Associates (SPA) Inc. and Tour de Force Inc., two market-leading, respected providers of technology and training solutions to the distribution and manufacturing industries, have announced a Partnership to deliver an integrated pricing/quoting solution based on their respective platforms.

Tour de Force, a leading provider of customer relationship management (CRM) and business intelligence (BI) software and SPA, a leading provider of pricing analytics, negotiation training and LMS to complex companies of all types have announced their intent to jointly develop and deliver a new solution offering called Tour de Force Quote to Order (QTO) Optimization powered by SPA Pricing Analytics.

“By integrating what we have developed with our Tour de Force QTO functionality and what SPA has built with their pricing analytics, the integrated solution will create tremendous shareholder value by improving our mutual clients’ work flow efficiencies and profitability by streamlining quoting, providing SPA optimized pricing recommendations and conversion to order process”, said Matt Hartman founder and CEO of Tour de Force.

Founder, President and CEO of Strategic Pricing Associates, Inc. David Bauders added, “We are extremely excited about this offering. The ability to bring pricing analytics directly into our clients’ workflow process will enable sales reps to deliver profit gains of 2-4 percent of affected sales, or $1-2 million per $50 million of affected revenue. These tools also integrate nicely with SPASIGMA’s negotiation training and other LMS offerings.”

Tour de Force and SPA Inc. will be combining the core strengths of their respected platforms to create this new offering. Through the integration to an ERP system, Tour de Force and SPA will be able to analyze and provide a SPA Pricing Cube™ pro forma that will offer customers the ability to see where they can improve profitability in their specific market. In addition to the SPA Pricing Cube™, Tour de Force and SPA will provide a QTO – SPA integration utilizing the Tour de Force Quote Manager. The SPA Pricing Bands™ from SPA will be accessible from the Tour de Force Quote Manager, allowing customers access to real-time pricing based on the SPA pricing capabilities.

The timeline for this offering is expected to hit the market in Q2 2017 and will be showcased in a joint product release by both companies.

###

About Tour de Force Inc.

Tour de Force, Inc. develops, sells, implements, and supports enterprise software solutions with a focus on customer relationship management (CRM) and business intelligence (BI). Tour de Force was developed for the distribution and manufacturing industries and is currently being used in a variety of B2B industries, while distributors and manufacturers continue to make up 90% of the current user base. To learn more about Tour de Force, including our cloud and on-premise solutions, visit http://www.TourdeForceInc.com.

###

About Strategic Pricing Associates Inc. (SPA)

SPA is the leading provider of pricing analytics, negotiation training, and LMS systems to complex companies of all types in manufacturing, distribution, equipment, services, software and technology products. Since 1993, SPA Inc. has built a strong platform of proprietary analytics to quickly and efficiently help companies convert their own invoice data into pricing architectures that maximize their pricing performance and competitive position. To learn more about SPA Inc., visit http://www.strategicpricing.com. To learn more about SPASIGMA, SPA’s training business, visit http://www.spasigma.com.

###

Contact:

Ken Ledyard
Director of Marketing
Tour de Force, Inc.
419-425-4800 ext. 2017
Ken.Ledyard@tourdeforceinc.com

SPASigma Featured in The Distributor Channel article “The Dog Ate My Customer List (and other Excuses from the Sales Department)”

Posted on Updated on

SPASigma was featured in a recent The Distributor Channel article, “The Dog Ate My Customer List (and other Excuses from the Sales Department)”, which discusses how many organizations’ sales people – “Simply stated, distributors are giving away money by the bushel”.

Excerpts of the article follow.

I Know the Market and This Won’t Work- Pricing Process

During in-depth interviews with dozens of distributors who have instituted successful pricing processes, the story always comes back the same. They experience very little, if any push-back from customers, but they get plenty of push-back from their team.

The excuses are so predicable, I can almost mouth the words. “This pricing stuff works in big cities/small towns/west coast/east coast/ anywhere but here. Our customers will react negatively. They will immediately recognize we are gouging them. And the competition will have a field day.” When all else fails, the sales guy will look their boss in the eye and say, “I’m paid on gross margin, I’m doing everything in my power to maximize that gross margin. Don’t you trust me?”

Simply stated, distributors are giving away money by the bushel

David Bauders’ team at Strategic Pricing Associates has developed some powerful tools to analyze price data. In an interview with him sometime ago, David produced dozens of analytical graphs showing market price, order size and product discounts. Amazingly, they all looked the same. Customers making very small purchases are getting price levels well below the natural market. Simply stated, distributors are giving away money by the bushel.

a simple test to determine if a distributor’s team actually understands market pricing

David recommends a simple test to determine if a distributor’s team actually understands market pricing. He takes the top 20 SKUs from a company and asks the sales team to provide a best estimate of the market price. Fewer than 25 percent of the sales team gets anywhere near a passing grade. The guys who claim to be maximizing your margin can’t.

There are some root causes to this whole issue with pricing. First, most distributor salespeople really do believe they understand the market. The question becomes, where do they get their information?

 “in our world, customers have been trained to mislead us on pricing.”

Let’s face it, in our world, customers have been trained to mislead us on pricing. When was the last time somebody said, “Wait a minute, Jim, your price is too low?”  Purchasing departments see their role as trimming just a few percentage points off of the buy price. Their goal is the best service at the lowest price. Secondly, most customers really are nice folks. Rather than tell us our service is rotten or we lack the follow through required to earn their business, they let us down gently with a well-placed, “It looks like your price didn’t line up this time.”

What’s a mother to do? We believe that using a scientifically driven analytic tool will begin to give you an idea of your company’s pricing in the market. On top of that, pricing process metrics allow the manager to measure, coach and enforce a process that adds significantly to the overall bottom line.

Click here to read the complete article.

 

Upcoming SPA Events

Set You and Your Team Up to Win Better Agreements at Battle For Margin

spasigma-blog-footer-800-by-300-pixels

Your organization’s profits depend on the individual and collective negotiation skill of your employees – from sales to purchasing. The Battle for Margin negotiation intensive is a rare opportunity to dive deeper into negotiation strategy that will immediately drive for more profitable agreements. Don’t you and your team deserve to be set up for success? Don’t miss the Battle for Margin.

It will be held in Miami at February 9-10 at the Grand Beach Hotel Surfside.

Get negotiation intelligence you’ll find nowhere else:

Revolutionize how you and your team view negotiation. Give your organization the tools and knowledge to drive more profit than ever before with compelling and eye-opening case studies, critiques, and group exercises. Instill knowledge fast. The day will fly by because our seminars are purposefully entertaining and educational; people learn more when they’re having fun.

Attendee Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPASigma Negotiation Training Seminars.

“SPASIGMA breaks the standard mold of slow pace seminars. It’s engaging, fun, and interactive in a setting that feels warm and comfortable.”

     — Mitch Koepp, Marketing Manager, All World Machinery

Other SPA Events

Click here for other SPA event dates and times including our upcoming webcasts.

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

Webinar: Pricing Effectiveness – You Get What You Can Negotiate | 12-Jan

Posted on

What would happen if every deal that came across your desk suddenly had a one percent higher margin?

When: Thursday, January 12, 2017 @ 2:00 PM Eastern

are-you-leaving-money-on-the-table

What if, in a few months you were seeing 3-5 percent higher margins on most of your deals?

These aren’t pie-in-the-sky questions – this is reality for SPASIGMA clients.

You and your team can become master negotiators. That sounds far-fetched, I know, which is why we’re offering this overview of how we make it happen.

It’s simple: just register for the SPASigma webinar on a new approach to negotiation training.

Click here to register

Why Negotiation Training

What does success mean to you? Higher margins and profits? Higher customer satisfaction? Stronger business relationships? More money? A successful career? Whatever your version of success, negotiation is a critical key to achieve it. We believe negotiation is like a sport. It requires deep knowledge of the subject, specific skills, training, coaching, equipment and continuous practice. SPASIGMA offers the systematic, holistic, long-term approach that professional business people need in order to achieve true mastery of this critical skill-set.

Optimal success requires negotiation training. Typically, salespeople are trained to sell, buyers are trained to buy. Buying and selling skills provide one component, but the subject of negotiation is vast and complex. Once exposed to formal negotiation training, experienced professionals are often amazed to learn of the vital areas of opportunity only visible through the lens of negotiation.

Click here for the SPASigma Negotiation Resource Center

SPASIGMA addresses one more important point in their training offering. “Salespeople go to great training, get enthused and return back to 150 other things we ask them to do,” Smith says. “If they don’t immediately start using the skills covered in the course, a couple weeks later most of the valuable tools are forgotten or at least not top of mind.”

Find out: How a One Day Seminar Leads to Negotiation Mastery

To ensure distributors realize a long-term ROI from their negotiation training investment, SPASIGMA offers a series of interactive online exercises which extend for months following the training, thus addressing this important component of adult learning.

Would you like your distributorship to realize the same benefits as the team at Granite City Electric Supply?

Check out our on-demand webinar to learn more: Introduction to Negotiation Mastery

 

Set You and Your Team Up to Win Better Agreements at Battle For Margin

spasigma-blog-footer-800-by-300-pixels

Your organization’s profits depend on the individual and collective negotiation skill of your employees – from sales to purchasing. The Battle for Margin negotiation intensive is a rare opportunity to dive deeper into negotiation strategy that will immediately drive for more profitable agreements. Don’t you and your team deserve to be set up for success? Don’t miss the Battle for Margin.

It will be held in Miami at February 9-10 at the Grand Beach Hotel Surfside.

Get negotiation intelligence you’ll find nowhere else:

Revolutionize how you and your team view negotiation. Give your organization the tools and knowledge to drive more profit than ever before with compelling and eye-opening case studies, critiques, and group exercises. Instill knowledge fast. The day will fly by because our seminars are purposefully entertaining and educational; people learn more when they’re having fun.

Attendee Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPASigma Negotiation Training Seminars.

“SPASIGMA breaks the standard mold of slow pace seminars. It’s engaging, fun, and interactive in a setting that feels warm and comfortable.”

     — Mitch Koepp, Marketing Manager, All World Machinery

 

Other SPA Events

Click here for other SPA event dates and times including our upcoming webcasts.

 

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can subscribe to our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

Webinar: SPASigma Personality Quotient Training | 11-Jan

Posted on

Imagine you have to build relationships with two personalities as different as Donald Trump and Hillary Clinton. A single strategy probably wouldn’t work equally well with each of them, would it?

When: Wednesday, January 11, 2017 @ 2:00 PM Eastern

What if you could learn a practical set of skills to help you quickly and efficiently differentiate your strategy to the personality of the individual? You would build stronger relationships, faster and more efficiently, than if you applied a one-size-fits-all approach. You would increase your RQ!

With proper PQ training, within a couple of minutes of meeting an individual, you can identify which of four temperaments they relate to, and adjust your relationship-building, selling, negotiating, and other strategies to efficiently accomplish your objectives. You can boost your RQ!

Check out these two short videos for a glimpse of the tools the webcast will provide:

Donald Trump Video:

Hillary Clinton Video:

We can’t wait to show you how to master these skills! See you at the webinar!

Click here to register

Why Negotiation Training

What does success mean to you? Higher margins and profits? Higher customer satisfaction? Stronger business relationships? More money? A successful career? Whatever your version of success, negotiation is a critical key to achieve it. We believe negotiation is like a sport. It requires deep knowledge of the subject, specific skills, training, coaching, equipment and continuous practice. SPASIGMA offers the systematic, holistic, long-term approach that professional business people need in order to achieve true mastery of this critical skill-set.

Optimal success requires negotiation training. Typically, salespeople are trained to sell, buyers are trained to buy. Buying and selling skills provide one component, but the subject of negotiation is vast and complex. Once exposed to formal negotiation training, experienced professionals are often amazed to learn of the vital areas of opportunity only visible through the lens of negotiation.

Click here for the SPASigma Negotiation Resource Center

SPASIGMA addresses one more important point in their training offering. “Salespeople go to great training, get enthused and return back to 150 other things we ask them to do,” Smith says. “If they don’t immediately start using the skills covered in the course, a couple weeks later most of the valuable tools are forgotten or at least not top of mind.”

Find out: How a One Day Seminar Leads to Negotiation Mastery

To ensure distributors realize a long-term ROI from their negotiation training investment, SPASIGMA offers a series of interactive online exercises which extend for months following the training, thus addressing this important component of adult learning.

Would you like your distributorship to realize the same benefits as the team at Granite City Electric Supply?

Check out our on-demand webinar to learn more: Introduction to Negotiation Mastery

 

Set You and Your Team Up to Win Better Agreements at Battle For Margin

spasigma-blog-footer-800-by-300-pixels

Your organization’s profits depend on the individual and collective negotiation skill of your employees – from sales to purchasing. The Battle for Margin negotiation intensive is a rare opportunity to dive deeper into negotiation strategy that will immediately drive for more profitable agreements. Don’t you and your team deserve to be set up for success? Don’t miss the Battle for Margin.

It will be held in Miami at February 9-10 at the Grand Beach Hotel Surfside.

Get negotiation intelligence you’ll find nowhere else:

Revolutionize how you and your team view negotiation. Give your organization the tools and knowledge to drive more profit than ever before with compelling and eye-opening case studies, critiques, and group exercises. Instill knowledge fast. The day will fly by because our seminars are purposefully entertaining and educational; people learn more when they’re having fun.

Attendee Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPASigma Negotiation Training Seminars.

“SPASIGMA breaks the standard mold of slow pace seminars. It’s engaging, fun, and interactive in a setting that feels warm and comfortable.”

     — Mitch Koepp, Marketing Manager, All World Machinery

 

Other SPA Events

Click here for other SPA event dates and times including our upcoming webcasts.

 

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can subscribe to our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

How Negotiation Training Makes a Difference for Distributors

Posted on Updated on

If you were to assume that knowledge-based distributor salespeople live on the front lines of negotiation training you would be wrong. In the unlikely event they have been exposed to formalized training on the subject, many have been turned off by the “one time” event nature of the training. Those who took part in the training years ago admit they have forgotten the skills they were taught.

electrical-tools-for-electricians-1000x400

Negotiation training that emphasizes relationships

The difference between the “one time” event and the realities of distribution selling was summed up best by Greg Smith, Executive VP of New England based Granite City Electric Supply. “Our selling is based on building an ongoing customer relationship. These extend for decades and embody mutual trust, respect and partnership. The negotiation tactics, which typically make up the bulk of most such training, are just not appropriate when we plan to see the guy again next week.”

There is a difference, and upon learning of Granite City Electric’s decision to employ SPASIGMA’s training program for their sales team, we decided to solicit Mr. Smith’s thoughts on the drivers of this decision.

Survey Results: Shortcomings of Wholesale Distributor Negotiation Training

Teaching sellers to act like owners

“We allow our sales people a lot of leeway with their customers. Granite City Electric offers a vast number of extra services, things like an emergency hotline, our Night Train Delivery Service, job trailers, rapid wire spools and a whole bunch more,” says Smith. “Service doesn’t just happen, it costs money. After previewing the SPASIGMA training, we realized it transcends anything else on the market. Instead of just a bunch of tactics, it encourages a solid understanding of the impact of everything associated with our kind of selling. It encourages sellers to think more like business people, recognizing the overall impact of their actions on profitability. They’re encouraged to find the ideal mix of customer value and return on investment for our organization.”

During each and every customer interaction, sales people are put into a give and take interaction with long-term customers, and must quickly determine the cost of any concessions. In an industry where the bottom line margins hover between two and three percent, a few price concessions and extras can take a sizable bite out of profitability.

Further complicating the situation, distributor salespeople are mostly unaware of the costs of non-product offerings both intangible and otherwise. Granite City Electric believes the training (in Smith’s words) “gets people to understand the whole situation and make better decisions.”

Getting to the heart of what matters

Looking into the nuts and bolts of the training, SPASIGMA instructs on strategies to determine the customer’s pressure points. For example, it’s not uncommon for salespeople to offer up services which are costly to their employer, but not all that important to the customer. For instance, a salesperson receiving an order gives the customer expedited (and more costly) delivery even though delivery really wasn’t of high importance to customer. The truck makes a special trip rather than including the products in the regular delivery schedule. Operating costs skyrocket, profits drop and all the while, the customer didn’t even care. Unfortunately, this is an everyday occurrence in wholesale distribution.

Negotiation training that sticks

SPASIGMA addresses one more important point in their training offering. “Salespeople go to great training, get enthused and return back to 150 other things we ask them to do,” Smith says. “If they don’t immediately start using the skills covered in the course, a couple weeks later most of the valuable tools are forgotten or at least not top of mind.”

Find out: How a One Day Seminar Leads to Negotiation Mastery

To ensure distributors realize a long-term ROI from their negotiation training investment, SPASIGMA offers a series of interactive online exercises which extend for months following the training, thus addressing this important component of adult learning.

Would you like your distributorship to realize the same benefits as the team at Granite City Electric Supply?

Check out our on-demand webinar to learn more: Introduction to Negotiation Mastery

 

Set You and Your Team Up to Win Better Agreements at Battle For Margin

spasigma-blog-footer-800-by-300-pixels

Your organization’s profits depend on the individual and collective negotiation skill of your employees – from sales to purchasing. The Battle for Margin negotiation intensive is a rare opportunity to dive deeper into negotiation strategy that will immediately drive for more profitable agreements. Don’t you and your team deserve to be set up for success? Don’t miss the Battle for Margin.

It will be held in Miami at February 9-10 at the Grand Beach Hotel Surfside.

Get negotiation intelligence you’ll find nowhere else:

Revolutionize how you and your team view negotiation. Give your organization the tools and knowledge to drive more profit than ever before with compelling and eye-opening case studies, critiques, and group exercises. Instill knowledge fast. The day will fly by because our seminars are purposefully entertaining and educational; people learn more when they’re having fun.

Attendee Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPASigma Negotiation Training Seminars.

“SPASIGMA breaks the standard mold of slow pace seminars. It’s engaging, fun, and interactive in a setting that feels warm and comfortable.”

     — Mitch Koepp, Marketing Manager, All World Machinery

 

Other SPA Events

Join us for one of the following upcoming webinars:

SPASigma Personality Quotient Training

Wednesday, January 11, 2017 @ 2:00 PM Eastern

Imagine you have to build relationships with two personalities as different as Donald Trump and Hillary Clinton. A single strategy probably wouldn’t work equally well with each of them, would it? What if you could learn a practical set of skills to help you quickly and efficiently differentiate your strategy to the personality of the individual? You would build stronger relationships, faster and more efficiently, than if you applied a one-size-fits-all approach. You would increase your RQ!

With proper PQ training, within a couple of minutes of meeting an individual, you can identify which of four temperaments they relate to, and adjust your relationship-building, selling, negotiating, and other strategies to efficiently accomplish your objectives. You can boost your RQ!

Check out these two short videos for a glimpse of the tools the webcast will provide:

Donald Trump Video:

Hillary Clinton Video:

We can’t wait to show you how to master these skills! See you at the webinar!

Click here to register

 

Pricing Effectiveness – You Get What You Can Negotiate

Thursday, January 12, 2017 @ 2:00 PM Eastern

What would happen if every deal that came across your desk suddenly had a one percent higher margin?

What if, in a few months you were seeing 3-5 percent higher margins on most of your deals?

These aren’t pie-in-the-sky questions – this is reality for SPASIGMA clients.

You and your team can become master negotiators. That sounds far-fetched, I know, which is why we’re offering this overview of how we make it happen.

It’s simple: just register for the SPASigma webinar on a new approach to negotiation training.

Click here to register

Click here for other SPA event dates and times including our upcoming webcasts.

 

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can subscribe to our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.