SPA Pricing Education, Analytics & Decision Making Tools July Webinar Series


Upcoming SPA Events

Battle for Margin > Las Vegas

B4M Las Vegas

Date: February 9-10, 2017

Location: Mandarin Oriental, Las Vegas, Nevada

Register Now

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.

Event Agenda

Thursday, February 9

8:00 am: Practice Negotiation & Critique:

  • How other cultures negotiate
  • What to avoid in a negotiation?
  • The Effectiveness of Tactics in a Negotiation
  • Planning & Preparation Process

10:15 AM:  BREAK

10:30 am: Protecting Margin:

  • Driving towards Value
  • Best practice tactics to defend margin
  • Implications of Email Negotiation
  • How not to trust assumptions by testing for evidence

12:00 PM:  LUNCH

1:00 pm: Practice Negotiation & Critique:

  • The impact of giving away free concessions
  • How to deal with difficult Buyers
  • The importance of bringing clarity to Financial decisions in a negotiation
  • Aristotle's 3 pillars of persuasion

2:30 PM:  BREAK

2:45 pm: Practice Negotiation & Critique (finale):

  • Concession Making Strategy
  • Increasing the other party's Satisfaction
  • Negotiating with a LTR
  • Recap of the day


  • Cocktail hour and dinner to follow


Friday, February 10

8:00 am: Setting and Getting Price:

  • Analytics and Negotiation
  • The SPA Pricing Cube™ and Contract Pricing Tools
  • The SPA Purchasing Tools
  • Pricing Flexibility with Negotiation Discipline: SPA Pricing Bands™
  • FitRep™ Mobile Sales Reporting Tools
  • Advanced Pricing Analytics:  Gold and Platinum
  • Aligning Sales Force Incentives
  • Best-Practices Pricing Processes

9:30 AM:  BREAK

9:45 am: Moderated Best Practices Panel Discussion:

  • Fostering a sales culture focused on customer value
  • Building the Negotiation skill of your organization
  • Overcoming cultural baggage and driving behavioral change
  • How to design a sales force measurement and compensation plan that truly drives wealth creation
  • The key drivers that need to be measured; and the management review process that drives performance

10:45 AM:  BREAK

11:00 am:  SPASIGMA Personality Quotient (PQ):

  • Instantly identify the preferred communication style of others
  • Present ideas in ways more likely to lead to "yes"
  • Recognize the natural strengths and weaknesses of other people (and your own!)
  • Quickly identify the 4 different temperaments and 16 different personality types
  • Identify appropriate selling and negotiation techniques appropriate to each
  • Use SPA's PQ tools to establish your own type as well as others' in a couple minutes!
  • Practice these skills and use them during our practice negotiations

12:00 PM:  LUNCH

1:00 pm: Yellow Belt Negotiation Case Study & Critique:

  • The Importance of Preparation:  Profiling the Goals, Motivations, and Pressures
  • Negotiating Long-Term Relationships:  Structured for Success
  • The Critical Role of Personality Type in Negotiation Success
  • Leveraging Tools to Master Negotiation

2:00 pm: Upping Your Negotiation Skill Set:

How to Prepare for and Master Negotiations in Relationship Environments and Leverage Personality Type Theory:

  • Profiling the Goals, Motivations, and Pressures
  • Negotiating Long-Term Relationships:  Structured for Success
  • The Critical Role of Personality Type in Negotiation Success
  • Leveraging Tools to Master Negotiation
  • Recognize the negotiation strengths and weaknesses of different personalities
  • Develop Negotiation Strategies Appropriate to the Personalities You Deal With

4:00 pm:  Call to Action:

  • Tools and Training for Negotiation & Pricing Mastery
  • David discusses the integrated approach to winning.


Register Now

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