Let’s face it, negotiation has a bad reputation. Often an analogy is drawn between negotiating and swimming with the sharks or entering the lion’s den. You could just label all other bullies, tyrants, and impossible people and lump them together under the title of the Big Bad Wolf. Though I’m no history buff, but I […]
Neutralize Difficult People with the Power of N.I.C.E. Read More »
Your sales team fights hard for your company, which is probably a big reason why you’ve been successful so far. While a healthy sense of external competition is good for the company, internal competition can work wonders for your sales team. What is Internal Competition? “Internal competition” describes that sense of competition that the salespeople
Sales Teams Should be More Competitive Internally Read More »
Role-play has been a common training method amongst military branches, emergency response groups, and companies where quick decision making is highly valued. So, why not in the world of sales? Over the last few years, we’ve noticed the use of role-play becoming even more common in business and sales training curriculums – and for good
3 Benefits of Making Role-Play a Part of Your Training Read More »
Recession, depression, or economic boom… it doesn’t matter. Creating a winning sales team isn’t just important. It’s possible no matter what economic conditions your business or industry might be facing. Winning sales teams aren’t “winners” because of any one, single thing that they do. Management alone or a great CRM system isn’t enough to push
Creating a Sales Team That Wins Read More »
Think that social media isn’t for B2B companies like yours? Think again. IBM did it. In fact, IBM reports “one-third of its B2B buyers were already using social media of various kinds.” Sure, the 54-year-old executive that you negotiate with might not be using Twitter, but the 37-year-old one level below him (who has significant
Social Selling: How Being Social Affects Your Prospects Read More »
Ron Shapiro, co-founder and Chairman of Shapiro Negotiations Institute (SNI), was recently featured as one of the Sports Business Journal’s 2013 class of The Champions: Pioneers & Innovators in Sports Business. The article details Shapiro’s accomplishments, experience, and expertise in both the sports and corporate world. To read the full article, click the link below.
Ron Shapiro: A 2013 Champion by Sports Business Journal Read More »
No matter what field your business is in, there’s no such thing as a one-time customer. Even if you’re in the business of selling caskets, you know that a one-time client can become a repeat client with the right amount of work. What exactly is “the right amount of work” you need to get
How Important Is Client Satisfaction? Read More »
We recently wrote a blog post about building and developing strong business relationships. We covered some strategies for reaching out to people, and turning ‘contacts’ into ‘relationships’. Now, as we step into 2013, let’s take a closer look at some strategies for maintaining those business relationships. 5 Tips for Maintaining Relationships in 2013 Do yourself
How to Maintain Your Business Relationships Read More »
We’ve seen it time and time again: a sales team that’s overly careful not to be seen as “sharks” fails to close the deal. The excuses go on and on, but usually sound something like this: “We didn’t want to pressure the client.” “We thought we would leave the ball in their court for a
Is Your Sales Team Too Soft to Close the Deal? Read More »
In our last blog post, we shared some information from the latest Training Magazine, which reported that 65% of organizations had decreased their budget or experienced no budget change in 2012 from the year before. Of course, the converse of that fact is that 35% of organizations increased their training budgets in 2012. Let’s take
Small Companies are Increasing Their Budgets for Training Read More »
