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Marr Professional Development Corporation | Ann Arbor, MI

Sandler Training Calendar

September 2018

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Event Listings for September 5th, 2018

Special Ops Negotiation - Commanding Healthy Margins
Add to Calendar 09/05/2018 10:00 am 09/05/2018 12:00 pm Special Ops Negotiation - Commanding Healthy Margins Who Should Attend: Salespeople, Sales Managers, Biz Owners, Estimators: - Are you sick of selling at low or no margin? - Do you have to increase prices but are worried about losing customers? - Are you frustrated with having to approve so many special pricing requests? - Do you fear that if you don’t offer discounts you will lose more deals to competitors? - Do you have a good pricing strategy, but not sure how to execute it? Interactive Training Content: · Selling vs. Negotiating · Evaluating the Buyer · The Average and the Savvy Buyer · The Seven Deadly Sins of Negotiation · Creating a Concession Matrix · Understanding Your Sources of Leverage · Situation Analysis and the Response Continuum · The Top 12 Buyer Gambits & Finesse Countermeasures · Practice, Practice, Practice. When: Wednesdays, September 5,12,19 & 26, 10am-12noon Where: Sandler Training Ann Arbor & Webcast via Zoom Video Sandler Training - Ann Arbor 501 Avis Drive, Suite 3, Ann Arbor, MI 48108 spencer.marr@sandler.com MM/DD/YYYY

When:
September 5th, 2018
10:00 am - 12:00 pm

Where:
Sandler Training - Ann Arbor
501 Avis Drive, Suite 3, Ann Arbor, MI 48108


Who Should Attend:
Salespeople, Sales Managers, Biz Owners, Estimators:

- Are you sick of selling at low or no margin?
- Do you have to increase prices but are worried about losing customers?
- Are you frustrated with having to approve so many special pricing requests?
- Do you fear that if you don’t offer discounts you will lose more deals to competitors?
- Do you have a good pricing strategy, but not sure how to execute it?


Interactive Training Content:
· Selling vs. Negotiating
· Evaluating the Buyer
· The Average and the Savvy Buyer
· The Seven Deadly Sins of Negotiation
· Creating a Concession Matrix
· Understanding Your Sources of Leverage
· Situation Analysis and the Response Continuum
· The Top 12 Buyer Gambits & Finesse Countermeasures
· Practice, Practice, Practice.

When: Wednesdays, September 5,12,19 & 26, 10am-12noon

Where: Sandler Training Ann Arbor & Webcast via Zoom Video