SPASIGMA
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PROGRAM DESCRIPTION

 

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.

THURSDAY FEBRUARY 9 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 FEBRUARY 10 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

BATTLE FOR MARGIN

FEBRUARY 9 – 10, 2017

COMING TO THE GRAND BEACH HOTEL SURFSIDE,
MIAMI BEACH, FLORIDA