Paul Bickford knows world-class training, and he says that’s definitely what he found when he attended SPASIGMA’s Battle for Margin negotiation seminar, Feb. 9 and 10, in Miami. As Epicor Software’s Senior Manager, Sales Training and Enablement, Paul is an award-winning senior learning and development professional, and selling and negotiation expert. We recently had a conversation with him about his experience at Battle for Margin. Here’s what he said makes this training stand apart…
5. Leading Training Techniques
While many negotiation seminars Paul has attended devoted most of the time to teaching theory, with a small opportunity to practice it at the very end, he was pleased SPASIGMA took the opposite approach.
“They had such high quality materials, and everything was real-world specific instead of broad-based academic techniques,” he said, noting that while what SPASIGMA teaches is academic, they showed attendees how to use this theory on the job.
“They made it bite-sized. They taught, then you practiced what they taught. And then they taught a few more techniques, and you practiced them in addition to what you touched on earlier,” he continues.
Their approach reminded him of what training professionals call “spaced learning over time” which maximizes learning retention. This is one of the reasons why everyone who attends SPASIGMA’s seminars are automatically enrolled in SPASIGMA’s 90-day online learning-management system. There is nothing like this in the industry. It uses highly professional, interactive online education to reinforce and expand on what is taught in the seminar.
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Learn the Keys to Setting and Getting Optimal Prices at Battle For Margin in Las Vegas June 8-9, 2017
Watch a short video about the “Battle for Margin” two day event in Las Vegas, NV. Attendees will learn valuable lessons on how to increase their competitive advantage and improve financial performance with the SPA Solution portfolio and negotiation training services.
This big-picture seminar is focused on strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution, manufacturing, technology and services companies.
Experts will address the topics essential to accelerating the customer value proposition, competitive positioning and market value of any distribution or manufacturing business.
The seminar addresses the strategic, analytical, process and cultural issues that are fundamental to maximizing shareholder value.
The seminar will focus on the high-level, strategic and structural issues that are easily neglected in the hustle and bustle of daily business demands. It will help you to re-focus your organization on the drivers of economic value.
Watch the following short video to learn more about the upcoming Battle for Margin event in Las Vegas.
Thursday, June 8
7:00 – 7:45 am: Breakfast
7:45 – 8:00 am: Registration
8:00 – 8:15 am: Welcome to BFM Vegas
- Overview, Agenda, Introductions
8:15 – 9:15 am: Keynote Address
9:15 – 9:30 AM: Introduction to Group Activity
9:30 – 9:45 AM: Break
9:45 – 11:30 am: Group Activity 1: Tactical Negotiations
Participants will tackle an entertaining negotiation case designed to provide a deeper understanding of the negotiating process. Once completed, the case will be critiqued based on class outcomes.
- Identify typical negotiating blind spots
- How to increase power
- Tactics and countermeasures
11:30 am – 12:00 pm: Thought Provoking Planning Session
12:00 – 1:00 PM: Lunch
1:00 – 2:30 pm: SPASIGMA Personality Quotient (PQ)
Learn hands-on tools for quickly and easily recognizing personality types. Employs the Jung Myers-Briggs “MBTI” model used by 89 of the Fortune 100.
- Quickly identify different personality profiles
- Communicate naturally and effectively with each personality type
- Win over and earn the trust of various personalities in the workplace
- Tailor your negotiation tactics based on personality type
2:30 – 2:45 PM: Break
2:45 – 4:30 pm: SPA Analytics and Tools
- SPA Overview
- SET vs. GET Tools
- SPA Analytics Concepts: Core Status, Visibility, Cost-to-Serve, Price Environment Score, Price Bands
- SPA Tools: SPA BI, SPA Contract Management, SPA Price Bands
4:30 – 5:30 pm: Roundtable – The Power of Analytics
- Conversation with existing SPA customers
- The scoop on how to get the most out of SPA tools and training
7:00 – 8:00 pm: Cocktails and Networking
8:00 – 10:00 pm: Dinner – LAGO at The Bellagio
Friday, June 9
7:15 – 8:00 am: Breakfast
8:00 – 8:05 am: Welcome Back
9:00 – 10:30 am: Group Activity 2 – Relationship-Focused Negotiations
Use what you have learned from the Tactical Negotiations workshop. Dive into a fun, complex, multiple-issue negotiation.
- Discover the difference between Transactional and Win-Win bargaining
- Strategies for crafting better long-term agreements
- How Personality Quotient relates negotiation
10:30 – 10:45 AM: Break
10:45 am – 12:00 pm: Group Activity 3 – Strategic and Long-term Negotiations
What’s after Win-Win? Take a look at leveraging your power and working through disputes in long-term relationships:
- Use analytics and scoring to identify your best-case scenario and most effective concessions
- Apply personality theory when framing your persuasive argument
- Deepen your conflict resolution skills
12:00 am – 12:30 pm: Conclusion and Wrap Up
12:30 – 1:30 pm: Lunch
1:30 – 4:30 pm: Breakout #1 – SPA Existing Client Demos
- “What’s App” Discover what’s in store for existing clients
1:30 – 4:30 pm: Breakout #2 – SPASigma Clients/Seminars
- “Show and Tell” Experience the future of learning with the SPASIGMA creative team
1:30 – 4:30 pm: Breakout #3 – Prospective Clients Demos/Sales Networking
- “Ask Me Anything” Q & A plus demos with the SPA business development team
4:30 – 5:30 pm: Cocktails
If you are responsible for sales, profits, or pricing related decisions at your company you will benefit from this seminar. Register soon as enrollment is limited.
You will receive additional information once you enroll.
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Webcast: SPA Customer Panel Discussion: Driving Profit Improvement Through Better Pricing and Negotiation Strategies
During this 60-minute webcast a panel of SPA clients will share their experiences and advice on how they SET optimal prices and GET improved profit margins through more effective price negotiations.
Thursday, April 27, 2017 @ 2:00 PM Eastern
Improving profit margins in today’s distribution environment is a priority for every leader in business. Pricing optimization and improved negotiation capability are two elements of an effective profit margin improvement strategy.
Webinar attendees will hear from leading distribution organizations who are leveraging solutions from SPA and SPASIGMA to SET optimal prices and GET improved profit margins through more effective price negotiations.
You’ll hear how our customers have been able to quickly implement pricing tools and strategies that have improved margins as well as how they strengthened their inside and outside sales teams by undertaking negotiation training that build sales skills to sustain the margin improvement.
Webinar panelists include Rich Chadwick (United Electric), Tom Flater (Echo Group), Bob Decker (Livingston & Haven), and Jerry Molaver (Torrington Supply). They will share how they introduced new tools and strategies in their businesses to drive margin improvement and grow their businesses profitably.
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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.
Negotiation is like any sport. The best negotiators, like the best athletes, never stop training. They learn new skills and work to develop them. They welcome the coaching and equipment that can improve performance.
We’ve trained thousands of master negotiators over the years, and if there’s one common trait among those who become expert negotiators, it’s that they start to see negotiation as a game. It’s not uncommon for people who want to learn “just enough to get by” get wrapped up in it, suddenly amazed by all the new opportunities made visible through the lens of negotiation.
When you start to see the art, the strategy and the techniques of professional negotiation as a game, what you have is a challenging, rewarding “hobby” that boosts your professional worth, the demand for your talents, and consequently, your income. Heck, even practicing negotiation can be an entertaining endeavor.
Ready to up your game? Get started with our ultimate negotiation strategy checklist.
❒ Brainstorm “The Golden Question”.
With a name like “the Golden Question,” you know it’s juicy. So I won’t keep you waiting – here it is: If there are pressures on me, what are the pressures on the other side?
We tend to dwell on our own pressures, and that puts us at a disadvantage. It’s easy to forget that the other party has pressures too. Brainstorming the Golden Question isn’t just a great strategic exercise that can put you on equal, if not firmer footing than the other party. It also promotes a productive mindset that allows you to approach each deal with confidence.
❒ Employ a discovery process.
Now that you’ve brainstormed a list of pressures the other party may be facing, it’s time to uncover which ones the other party is actually experiencing. Here are a few tactics you can use:
- The Detective– Strategically probe the other party for beneficial information. Think through the “5 W’s” and ask open-ended questions. Write your questions down and review them before the meeting because it helps you ask each question at the most opportune time.
- The Schmoozer– Use casual conversation to uncover the other party’s pressures. You’d be surprised what you can learn by simply showing a genuine interest in the other party’s business.
- The Snooper– This is about using the internet to gather beneficial information about the other party. Dig beyond their website to unearth third-party data and marketing or sales presentations that reveal concerns, motivations and values.
Click here to access the complete negotiation strategy checklist and to learn more about SPASigma.
Way #1: Negotiation training helps you identify what matters most to win better deals
Victoria Pynchon, Negotiation Consultant, She Negotiates, says that trained negotiators begin with small talk which builds trusts and turns the conversation to their negotiation partner’s goals, preferences, desires, needs, fears, priorities, risk aversion, and attitudes toward the future. It also uncovers hidden constraints and unknown stakeholders.
“Trained negotiators know how to ask open-ended, diagnostic questions,” she says.
Way #2: Negotiation training increases the likelihood everyone wins
“Negotiation is about finding the win-win,” says Koka Sexton, Global Industry Principal, Social Selling, Hootsuite.
He believes that sales professionals will position themselves better when “they can articulate the natural give and take of a deal” and understand what the buyer is really interested in.
“Negotiation training is probably one of the most important sales skills besides making initial contact with the buyer,” says Koka.
Click here to access the full list and to learn more about SPASigma.
Negotiation is a dance. To have it go smoothly, you must be ultra-attentive to your own actions and the actions of your partner. Even the slightest, unexpected move can create a better – or worse – outcome. That’s why we’ve built negotiation tactics around the smartest actions. Here are 10:
1. Anchor them. State your very best price. When you establish your price point, you influence expectation. We tend to expect the first position we hear.
2. Throw junk. Point out negatives about whatever it is they’re trying to sell. You want to make your negotiation partner questions his or her price point. Before beginning negotiations, collect junk by asking internal stakeholders about their overall satisfaction with the vendor. Did they deliver on time? Was their customer service acceptable? Did they honor the fine print?
3. Woo them. With every bit of junk you throw, be sure to give them a positive statement, such as “We really want to make this work,” or “We really want to do business with you.”
You want to minimize conflict and open the party up to new ideas like a lower price.
Click here to access the full list and to learn more about SPASigma’s negotiation training.
You owe it to yourself and your team to attend a SPASIGMA Battle for Margin negotiation intensive training seminar. These are two-day deep-dives into proven deal-winning strategies you’ll find nowhere else.
The following are just a few of the critical negotiation insights that are shared at Battle for Margin:
- Surprising negotiation planning strategies that sharpen the competitive edge
- When and how to clarify the financial impact of not moving forward
- Tactics to avoid and embrace by situation and personality type
Click here to access the full list and to learn more about SPASigma.
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