BATTLE FOR MARGIN

June 8 – 9, 2017
coming to the Mandarin Oriental
Las Vegas, Nevada

Program Description

This big-picture seminar presents SPA’s unique blend of analytical and training tools to drive industry-leading profitability. The seminar provides critical insights to C-Suite Executives, Pricing Leaders, Sales Leaders, Procurement Leaders, across a broad cross-section of industries. This engaging seminar incorporates expert instruction, case studies, role-playing, and entertaining videos to present personality-type theory, negotiation skills, and analytical tools. These tools will enable any organization to maximize profitability, typically by 200 to 500 basis points, or 2 – 5% of sales. The seminar addresses the strategic and practical tools that are fundamental to maximizing shareholder value. It will help you to re-focus your organization increasing performance in their daily jobs while capturing greater economic value. With expert training, and long-term retention and analytical tools, your team can negotiate better to buy lower and sell higher, thus maximizing profits and shareholder value.

Thursday, June 8 Event Agenda

7:00 AM – 7:45 AM: Breakfast

7:45 AM – 8:00 AM: Registration

8:00 AM – 8:30 AM:
Class Introduction, Agenda and SPA Overview

8:30 AM – 9:45 AM:
SPASIGMA White Belt

  • Practice Negotiation - 1 & Critique
  • What to avoid in negotiation?
  • How other cultures negotiate?
  • Why tactics work?

9:45 AM – 10:00 AM: Break

10:00 AM – 11:30 AM:
SPASIGMA White Belt (continues)

  • Planning & preparation
  • Setting your targets, managing theirs
  • For every tactic, there is a countermeasure

11:30 AM – 12:15 PM:
PQ 1.0

  • Overview of Personality Type Theory
  • What’s Your Type?
  • How to Speed Read the Personality Type of Others
  • How to Sell to and Negotiate with Each Personality Type
  • Having Fun Mastering these Skills

12:15 PM – 1:00 PM: Lunch

  • PQ Practice

1:00 PM – 2:45 PM:
SPASIGMA White Belt (continues)

  • Practice Negotiation – 2 & Critique
  • The dangers of offering free concessions
  • How to deal with difficult buyers
  • The dangers and opportunities surrounding “Fuzzy Money”
  • Concession making strategy
  • Aristotle’s 3 pillars of persuasion

2:45 PM – 3:00 PM: Break

3:00 – 4:30 PM:
SPASIGMA White Belt (continues)

  • The psychology of satisfaction
  • Negotiating with long-term relationships
  • Practice Negotiation - 3 & Critique (White Belt finale)
  • Recap and Key Takeaways from SPASIGMA White Belt

4:30 PM – 5:30 PM:
SPA Negotiation Tools and Learning Management System

  • Tools to Prepare for Negotiation
  • Tools to Optimize Buy-Side and Sell-Side Pricing
  • Know the Personality and Haggling Index of Your Customer
  • Know the Personality and Caving Index of Your Seller
  • Overcoming the Forgetting Curve: Tools and Platforms for Continuous Learning and Mastery

Cocktail hour and Dinner to follow


Friday, June 9 Event Agenda

8:00 AM – 8:45 AM:

  • Re-cap of Day 1
  • Relationship Quotient by Ed Wallace of Relational Capital Group
  • What is Relational Capital and How Does It Drive Profits?
  • Overview of Relational Selling and Processes
  • Metrics of Success in Relational Selling
  • Integration with Personality Quotient

8:45 AM – 10:00 AM:
SPASIGMA Yellow Belt

  • Transactional negotiating techniques
  • Yellow Belt Negotiation Case Study - 1 & Critique
  • Targets, BATNA and Reservation value planning

10:00 AM – 10:15 AM: Break

10:15 AM – 11:30 AM:
SPASIGMA Yellow Belt (continues)

  • Advanced concession making
  • Understanding the bargaining zone
  • Transactional vs. Relational negotiators

11:30 AM – 12:30 PM:
Best Practices Panel

  • Operational Leaders of SPA Clients Discuss Keys to Success Integrating Profit Analytics and Training in Their Businesses
  • Success in Change Management
  • Measuring Individual Learning Paths

12:30 PM – 1:15 PM: Lunch

  • PQ Practice

1:15 PM – 3:15 PM:
SPASIGMA Yellow Belt (continues)

  • Yellow Belt Negotiation Case Study - 2 & Critique:
  • Win-win negotiating
  • The phases of win-win
  • Building trust

3:15 PM – 3:30 PM: Break

3:30 PM – 5:00 PM:
SPASIGMA Yellow Belt (continues)

  • Yellow Belt Negotiation Case Study - 3 & Critique
  • Win-win negotiating techniques
  • Expanding the pie
  • Strengthening relationships

5:00 PM – 5:30 PM: Wrap up/Conclusion