Blog - Page 13 of 58 - Shapiro Negotiations

Why You Should Consider Procurement Negotiation Training for Your Sales Team

Andres Lares / April 24, 2020 / Negotiations, Procurement

Procurement negotiations can be some of the biggest challenges a sales team can face. In most of these negotiations, the seller holds the most leverage; sellers generally have deeper industry knowledge, more connections, and overall better bargaining positions than those attempting to secure their wares for the best possible prices. If your sales team seems […]

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360 View on Negotiations Between Procurement and Sales

Andres Lares / April 24, 2020 / Procurement, Sales

The goal of every procurement team is to acquire the goods and services that the organization needs from the optimal vendor with optimal terms. They are tasked with translating another business unit’s needs into a streamlined purchasing process – which often means RFIs and RFPs to narrow the field and eventually compare “apples to apples.”

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BCG Report on Hard Times & Training

Andres Lares / April 24, 2020 / Business, Training

Here is a great infographic that Boston Consulting Group created in 2009 looking back at the effectiveness of various actions during the last challenging time/recession. There are a lot of takeaways, but, perhaps the most striking is how common yet how ineffective cutting back spend on training was for 2008 recession. I hope this helps

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5 Things All Great Online Negotiation Training Courses Should Offer

Andres Lares / April 10, 2020 / Negotiations, Virtual Training

Negotiation training is a staple of the sales world. When you rely on your sales team to close sales and net lucrative contracts for your company, you need to invest in their professional skill development so you can get the results you expect. Negotiation is a delicate area; some people are naturally talented negotiators who

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Selling Virtually

Andres Lares / April 1, 2020 / Sales, Virtual Training

COVID-19 has changed the world in many ways. As it relates to sales, it has forced all salespeople to learn to master selling virtually. While sales is sales, and many of the same principles apply in person as they do virtually, there are tips and tricks that every sales person should be aware of during

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Virtual Training: How to Transition Classroom Training to Online

Andres Lares / April 1, 2020 / Virtual Training

We are proud to say that we have been providing best-in-class online training for well over a decade. If you can believe, in 2010 the US Army took note of our negotiation training we were conducting in Second Life (way before using avatars was cool) and invited us to present at the Federal Virtual Worlds

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Strategies and Tactics for Small Business Negotiations

Andres Lares / March 18, 2020 / Negotiations

Small business owners face numerous challenges, and most of them need to wear many hats during the earliest days of their companies. In many cases, it’s necessary for a small business owner to be just as comfortable behind a cash register serving customers as sitting at a bargaining table negotiating with potential business partners. They

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Why Your Sales Team Should Consider Attending a Negotiating Seminar

Andres Lares / March 11, 2020 / Sales

If you manage a team of sales representatives, keeping their skills sharp should be a constant effort, and new training techniques can help your sales team hone their negotiation skills for any industry. A negotiating seminar can be an incredible learning experience for any sales team, but it’s important to have some idea of what

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5 Qualities of the Best Negotiation Training Courses

Andres Lares / March 4, 2020 / Negotiations

Negotiation training can offer tremendous benefits to virtually any organization. Regardless of whether your company offers products and services to other businesses, consumers, or both, your team could learn valuable skills and expand on their existing negotiation skillsets by participating in the best negotiation training courses. More extensive self-assessment, exposure to new negotiation concepts, and

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What Negotiation Training Options Would Benefit My Team Most?

Andres Lares / February 28, 2020 / Negotiations

How confident are you in your team’s negotiation skills? Do you have at least one person on your team you consider to be a skilled negotiator, or do you tend to handle the negotiation end of your business dealings personally? An important part of business leadership is acknowledging your team’s strengths and capitalizing on them

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