• This course addresses the challenges of negotiating and discuss multiple negotiating strategies.
• Here, you'll learn about the seven deadly sins that can destroy a great negotiation opportunity.
• This course will expose the buyer so that you can identify multiple buyer types including the average buyer and the savvy buyer.
• Comparisons are offered so that you can differentiate between negotiating strategies and identify the 12 common buyer ploys.
• Here, critical areas common to all negotiations and learn the real difference between win/win and win/lose.
• Finally, you are challenged with making changes to your own methods for negotiating in a sales situation.

• Discover a detailed and disciplined process for discerning when to bid or not bid on a scope of work.
• You will realize how profiling your customer and your company will keep you on track for developing the right bids and proposals suitable to your operation.
• You will examine how to fine tune any bid to ensure you can avoid cutting into profit when you cutting price.
• You will learn principles that will allow you to maximize production rates, increasing crew performance on any job.
• Finally, we review methods to evaluate the buyer and the job to ensure that bids are valued engineered leading to successful operations.

This course explores a new way to look at the marketing process. Aimed at assisting with answers to questions concerning effective marketing, this course digs into successfully competing on many levels.

• You will be walked through the 7 most important principles of marketing, providing a broad understanding of what it takes to increase revenue.
• You will learn new ways to examine and mine your target market for business.
• If you find yourself competing on price, this course is for you! It will provide your with options for higher margin opportunities.
• You will discover the processes that will map your marketing plan to your business and financial goals.

• You will learn why "brand awareness" is linked to sales leadership in any category.
• Examine media solutions that are right for your business and prioritize them for cost effectiveness.
• Discover how not to "box yourself in" when branding your company's products and servers.
• Branding and personification will help you identify the attributes that shape the percetions of your brand personality.
• You will learn to visually plot your product and your competitors' product or service position.
• Insightful methodologies are defined, giving you ways to improve information extraction, organization and ideation techniques. You will learn to build a comprehensive cornerstone-marketing communications document, allowing you to plot your marketing success.

This course and the corresponding exam are required for PDCA Accreditation

• This course covers Full-Circle Marketing, showing you how to create sales through seamless integration.
• Building upon principles uncovered in Marketing I, this course will assist you in developing an integrated Full-Circle Marketing Matrix.
• Discover your marketing opportunities, your strengths, weaknesses, and position your vis-à-vis competition.
• Here, we review and identify in order of customer importance all factors that separate your brand, product, or company.
• Identify and implement the action steps necessary to create the "brand footprint" that will open and exploit your market opportunities.

This course explores an extraordinary new way to look at selling.

• Aimed at getting beyond the traditional methods of closing business, you'll get answers to questions concerning important details of the sales cycle.
• You will be walked through the buyer-seller relationship.
• You will learn new ways to exploit the common and traditional elements in customer relationships.
• If you find yourself competing on price, this course will demonstrate that control is the key to recurring success in sales.
• Here, the relationship between quality and price are examined for their direct relationship to value and how to translate the combination into sales.

• In this course, you will see how a good marketing and communications buzz assists your business during expansion.
• You will learn where to look for new contracts and how you can take them from business suspect to real prospect. We examine the details that will allow your company to become a public relations engine, providing continual marketing and communications.
• Attention is applied to the possibilities you may find in becoming the neche expert for a new marketplace, allowing you to gain considerable ground on the competition.
• Here, you can review methods for sharing your expertise that will cause you to become known for your depth of knowledge.