To stay ahead in the industry, you need a strong salesforce. To ensure you have this, you need a sales training program that will enable your workforce to adapt to the ever-changing markets. In the last decade, we witnessed a revolution in training, with e-learning and virtual reality providing the kind of force multipliers that […]
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A negotiation begins before greetings or opening remarks – if you know what to look for. How each person carries his or her self, sits, and interacts with others can say more than all the words spoken during that meeting. Learning to read these signals gives insight into that person, information you can use to
What Their Body Is Saying While Negotiating Read More »
Though it’s not the first thing that might come to mind, psychology and sales techniques often go hand in hand. Effective salespeople know how to speak their customer’s language to build rapport and connect to what motivates them, and, for them to do that, they must understand the basics of what drives people to do
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E-learning provides flexible accessibility, boosts engagement, and promotes retention for all employees. Millennials especially prefer online training to other methods. Since millennials make up more than 36 percent of the current U.S. workforce, employers should consider their preferences when choosing training solutions. By 2020, 46 percent of employees will have been born between 1976 and
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A thoughtful, targeted email message can make all the difference when you follow up with a prospect. However, some mistakes could mean your good intentions will go unread or get your email marked as spam. In some cases, you must contact prospects multiple times before you see results. It can be hard to find the
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When prospects have objections during negotiations, it can cause your stress level to rise and make you feel as if you’re on the defensive. When you consider an objection as a positive step forward, however, it can change the dynamics of the entire negotiation. Think about an objection as a critical step toward reaching your
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Virtual reality is finally reaching its heyday, thanks to increased affordability and big names like Facebook and Google embracing the trend. VR headset makers promise the technology will revolutionize the way we work and play. But do the same applications relate to sales training? Here are some of the benefits virtual reality brings to sales
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Big businesses have seen their fair share of flops in PR, sales, and marketing. Some businesses are even forced to fold because of their embarrassing mistakes. Here are some of the most famous business fails throughout history and the lessons we can learn from them. The Hamburger Mistake – Not Knowing Your Buyer In 1996,
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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, SNI’s own Jeff Cochran presented the “The Power of Nice: Maximizing Your Most Crucial Negotiations”. Jeff showcased
SNI’s Jeff Cochran Scores Highest Feedback at 2017 SAMA Conference Read More »
Negotiating is an art form, one that requires skills honed over time, but there are some mistakes you can avoid no matter how new you are to the game. Here are some common mistakes made by rookies and experienced negotiators alike. They Don’t Listen Negotiators can be so focused on presenting their piece and closing
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