Blog - Page 16 of 58 - Shapiro Negotiations

SNI’s Jeff Cochran Receives Top Speaking Scores at 2019 SAMA Conference

Andres Lares / June 28, 2019 / Influence

Strategic Account Management Association, Inc. (SAMA) gathers talent in strategic and key account management from around the globe every year at their annual conferences, one in North America and another in Europe. At this year’s North American conference, Jeff Cochran presented “Influencing Without Authority”. Jeff showcased SNI’s philosophy on influencing. His ability to captivate and […]

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How to Tell If You Are Experiencing Burnout

Andres Lares / June 19, 2019 / Blog, Lifestyle, Sales

We all know the stereotype of a salesperson: bubbly, energetic, a go-getter, and a people person. Some might guess that this type of person with a seemingly endless supply of energy and things to talk about never wears out. However, in a career full of high-pressure goals and demands, burnout is very common. Let’s find

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The Role of Indifference in Sales: How to Appear Neutral and Not Desperate

Andres Lares / June 12, 2019 / Blog, Sales

Indifference can be one of the most effective impulse factors to use in sales and negotiations. Because indifference is defined as having a lack of sympathy, interest, or concern, you might think it sounds wrong or contradictory that this should be an effective sales tool. But before you dismiss the idea of indifference in sales,

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Why TED Talks Are the Modern Gold Standard for Presentations

Andres Lares / June 6, 2019 / Communication, Digital, Influence

Just about everyone has watched a TED talk at some point in their lives. These seemingly ubiquitous presentations are free and easily shared online through social media, and shown in schools, offices, and other meetings. TED Talks have grown so popular over the years that they are seen as the gold standard of modern presentations,

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Why Empathy Is Necessary in Negotiation

Andres Lares / May 29, 2019 / Blog, Communication, Negotiations

Empathy is often both the most misunderstood, and least utilized tactic when it comes to business negotiations. However, successful negotiators who understand empathy and how it relates to negotiation, and can put it into practice, can experience a significant difference in their sales. Read on to find out more about empathy and how you can

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How Setting the Right Tone Will Affect Sales at Your Next Event

Andres Lares / May 24, 2019 / Blog, Communication, Sales

When planning any big event, many factors can affect the overall tone – and success – of the event. Choosing the proper venue, music, printed materials, food options, and even dress codes are all part of the planning process. However, the most important factor in achieving the desired tone for your event may be the

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What Is Emotional Influence, and How Does It Affect Sales

Andres Lares / May 15, 2019 / Blog, Sales

Our emotions guide us in our decision-making every day, sometimes without us even realizing it. We all have primal instincts that influence our choices. When we feel hungry, we seek out something to eat. We sleep – or find another cup of coffee – when we’re tired. When we see a small animal or new

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How to Choose the Right Sales Training Program

Andres Lares / April 24, 2019 / Blog, Sales

A sales training program is crucially important to the success of your sales team. Every individual needs the right introduction into the sales environment. No matter how naturally talented a person is, he or she requires the polishing that comes from good instruction. When it comes time to choose a sales training program for your

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How to Use Any Negotiation Location to Your Advantage

Andres Lares / April 17, 2019 / Blog, Negotiations, Prepare

When it comes to negotiating, everyone wants a leg up on the competition. How can we get the best deal for ourselves? There is an abundance of books on achieving an advantage through every conceivable angle in bargaining. One that gets a fair amount of scrutiny is location. While most experts agree that location can

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Can “Dealing With Difficult Conversations” Be Trained?

Andres Lares / April 10, 2019 / Communication, Scripting

Difficult is defined as needing much effort or skill to deal with. Conversation is defined as a verbal exchange between two or more people. Why are difficult conversations such a hot topic in articles, academic literature, social media, and training? Because they are so important and unavoidable. Whether it is bringing up a potentially sensitive

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