Live August 22, 2022, from 9:00 a.m. PT–12:45 p.m. PT
On-Demand Through November 22, 2022

Countdown to Confluence

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Schedule

Confluence is a virtual, half-day event on August 22, 2022, 9:00 a.m. PT–12:45 p.m. PT. Plus, the event will be available on-demand through November 22, 2022.

9:00 a.m. - 9:45 a.m.

Exactly What to Say – The Magic Words for Influence and Impact

Presented by Phil M Jones

Quite often, the difference between success and failure in business can be pinpointed to the compounded impact of your conversations. Words matter, and understanding how you can use language to control a conversation is certain to provide you a fair advantage in your challenging marketplace.

Whether you are looking to lead your team, are in a sales conversation with a client, or negotiating with a supplier—knowing the right things to say in the right way and at the right time is sure to have an instant positive outcome on your results.

This thought-provoking session will have you enthralled from the very start. Discover the power of language over the subconscious brain, gain practical examples that you can use instantly, and learn how the “Magic Words” from Phil’s best-selling book, EXACTLY What To Say, apply to your specific business-critical situations.

This session delivers immediate actionable outcomes. You’ll be ready to work on your new word choices as the session ends!

9:45 a.m. - 10:00 a.m.

Networking Break

After a great start to Confluence, take a few minutes to mix and mingle in the chat!

10:00 a.m. - 10:30 a.m.

The New Economics of Commerce: How to Leverage Nobel Prize-winning Theory in Your Next Negotiation

Presented by Kate Vitasek

The 21st century demands businesses rethink their approach to commerce. No—capitalism is not dead. Instead, an award-winning author, educator, and business consultant provides what may seem paradoxical: a lighthearted yet evocative overview of some of the world’s best academic research into how companies should approach working with their business partners in a world where future events can’t be predicted, and flexibility and trust are required.

You will walk away from this session, both intrigued and inspired, ready to return to the office and apply Nobel prize-winning concepts in your next negotiation.

10:30 a.m. - 10:45 a.m.

Networking Break

Need a moment to digest all you’ve learned so far? Grab a cup of coffee or a glass of water, and don’t forget to mix and mingle in the chat.

10:45 a.m. - 11:15 a.m.

Position Your Value, Not Your Price

Presented by Victor Antonio

In today’s market, holding the line on pricing or increasing pricing is the new skill set that salespeople have to become good at doing (i.e., negotiation experts). Holding the line on pricing means resisting the temptation to give discounts. In other situations, as company margins get tight, having a price increase conversation with a customer becomes quite the challenge. The question then is, how do you do it without losing the business?  

In this session, you’ll learn how to master the art of negotiation on two fronts: holding the line on pricing (i.e., not giving away discounts or dropping prices) and how to frame a price increase conversation without experiencing client attrition. Topics include:

  • The psychology of pricing and persuasion
  • Developing a “Value over Price” mindset
  • How to isolate a price objection
  • Reduce buyer resistance to pricing objections
  • And other tips to address client questions, objections, and obstacles that can help close the sale.

This session is packed with real “how-to” tactics, but more importantly, salespeople will learn the importance of having a value mindset that will give them the confidence to negotiate more effectively on pricing, terms, and conditions.

11:15 a.m. - 11:30 a.m.

Networking Break

What ideas do you plan to implement right after Confluence? What have you learned? Share your thoughts in the chat and network with the AGS community.

11:30 a.m. - 12:15 p.m.

Negotiating Price Like a Pro

Presented by Tony Perzow

In this illuminative keynote, Tony will explain the imperative fundamentals of negotiating price. All transactional negotiations are competitive in nature. Both parties try to get the best deal possible for themselves and their organization. Even in the most collaborative of negotiations, there is still an aspect where both parties involved are trying to protect their interests.

If you don’t know how to play the competitive “game” of negotiation, you will never be successful. Not only will Tony teach you the rules of competitive price negotiating in this module, but will also provide evidence of his principles through an entertaining negotiation simulation and critique.

In this session, you’ll learn the answers to these questions:

  • How much should I ask for and/or what should I offer?
  • What are best practices when conceding on price?
  • Who should talk price first?

12:15 p.m. - 12:45 p.m.

Networking Activities

Wait, There’s More! Join us for Networking!

After the keynote sessions, stick around for another half hour and let’s have some virtual fun! We have two lively sessions where you can meet up with fellow community members. Check these out!

Beverages & Banter

Join Sarah Person, CG, Chair of the Education Committee, for this special virtual hangout with your fellow members. Grab your favorite beverage and get ready for some fun and engaging convo! Our Beverages & Banter lounge is a guided hangout where you can relax and chat about Confluence takeaways, discuss how it relates to industry challenges, and get to know some fellow members better!

We’ll do a Beverages & Banter toast at the end with a photo.

Need beverage ideas? Try our Cool Confluence Coffee!

Cool Confluence Coffee

Ingredients

1 cup ice (or coffee frozen into cubes)

1 cup of coffee, at room temperature or chilled

2 tablespoons cream, milk (regular, almond, oat or coconut) or half & half

1 to 2 teaspoons sugar (or use your favorite coffee syrup. As Ina Garten would say, “Store-bought is fine!”)

Instructions

Fill a glass with ice. Pour in coffee. Add cream and sugar (or favorite coffee syrup, or use your favorite creamer). Stir and drink!

A GIF is Worth a Thousand Words

We’ve heard that the perfect GIF is worth a thousand words. Help us prove it by participating in this game of GIFs!

Your guide in this fun virtual hangout is Denise Richards, CGA, Chair of the Conclave subcommittee. First, Denise will announce a phrase or statement. Then, we’ll break out into teams where you’ll use Giphy to find the funniest or most appropriate GIF representative of the phrase. Finally, Denise will call everyone back to the main room to share what each team came up with and to select a winner for that round. This is a great way to meet new friends and earn some Confluence bragging rights! To play, all you’ll need is a free Giphy account.

We’re excited to see you get your GIF on!