"Closing Time" – The Science of Negotiation and Closing Sales Opportunities
September 12, 2007: 6:30 PM - 9:00 PM
Negotiation is a vital and often misunderstood area of sales. Many times good sales efforts are crippled by poor negotiation strategy and tactics resulting in lost opportunities or lost margins. Corporate profits and sales rep compensation and moral are needlessly crushed; contentious clients begin during this process.
Join Ron Hubsher, managing director of the Sales Optimization Group, an international sales and negotiation consulting and training organization, for the first Sales Leaders' Roundtable after our summer break. The company assists clients in financial services; technology, professional services and manufacturing accelerate sales by using its patent pending sales methodology and tools. Some of their notable clients include Adobe, Morgan Stanley, Prudential, ADP, Sun, Comcast and others.
450 N. Cityfront Plaza
Driving Directions: Visit the GSB Gleacher Center
6:30 PM-7:00 PM: Registration
7:00 PM-8:30 PM: Presentation
Ron Hubsher (Speaker)
Managing Director, Sales Optimization Group
Mr. Hubsher is a 20-year sales, negotiation and CRM industry veteran and thought-leader who has helped hundreds of companies successfully improve their sales and negotiation strategies and tactics.
A former Management Consultant with Booz, Allen & Hamilton, Mr. Hubsher has worked with and helped provide thought leadership for Fortune 500 companies on their sales, sales management, marketing, CRM and business strategies.
He is a sales, sales management and CRM industry thought-leader and contributes, participates and presents at industry conferences and publications including BusinessWeek, America Marketing Association, Selling Power Magazine, Webex, CRM Radio, CRM Guru, National Association of Small Business Investment Companies, NY Private Equity Network, the Indus Enterprise, LA Times, Marketing Executives Network and others.
Mr. Hubsher holds an MBA from Columbia Business School and a BS in Operations Research from Columbia University.
Ken Nordine, Jr.
We will break down negotiation into a simple to execute process and science. You will learn how to:
·Negotiate and win opportunities in a non contentious manner
·Improve your close rates
·Reduce discounting and command price premiums
·Increase the number of opportunities sold without any discounting
·Recognize and increase negotiation leverage
·Close opportunities while being the highest price competitor
·Help prospects fully appreciate the value of your offering and premium price
·Execute a easy to use two step negotiation strategy and tactical plan
·Dramatically increase sales, profits and market valuation
The presentation will feature real-world applications and results
For a Fortune 500 technology company:
Before implementing negotiation methodology
·Close Rates = 48% of opportunities in proposal stage
·% of opportunities so without discounting =32%
After adopting negotiation methodology
·Close Rates = 71% of opportunities in proposal stage
·49% of opportunities so without discounting =49%
Who should attend?
·Anyone interested in learning how to increase close rates
·Anyone interested in learning how to reduce discounting
·Anyone interested in learning how to dramatically increase net income and market valuation