The 37th edition of the Training Industry Report has been released by Training Magazine. From its results, training industry experts, corporate leadership, and company training staff can gain valuable insight into the current status of training programs across the country. In addition, the findings of this report enables industry professionals to benchmark against industry standards […]
SNI’s Guide to the 2018 Training Industry Report Read More »
We are proud to announce SNI’s Managing Partner, Andres Lares, is now a member of the Forbes Coaches Council. Andres brings a cutting-edge approach to SNI by investing in new initiatives such as interactive online training and virtual reality-based negotiation simulations. His approach exemplifies SNI pursuit to innovate and couples very well with our philosophy
Forbes Coaches Council Welcomes SNI’s Managing Partner Read More »
Product knowledge is a crucial skill that all effective salespeople need to master. In order to successfully market a product or service, a salesperson must deliver the specifications of that product or service with intelligence and confidence. In order to bring salespeople up to speed with the latest company offerings, management and team leaders
The Importance of Product Knowledge in Sales and Negotiation Read More »
When a company engages in business with other corporations on a business to business (B2B) basis, they will have to navigate tricky clientele attainment processes. With thousands of businesses to choose from, it can be difficult to find the best price for goods and services without putting in hours of research. Companies engage in large-scale
RFQ vs. RFP: What Is the Difference? Read More »
A key element to mastering the art of negotiation is knowing the value of a deal and the limits of your interests. Going into an agreement, you should know how much you’re willing to sell a product for and the optimal terms that will benefit you or your company the most. Negotiation science has developed
What Is ZOPA Negotiation? Read More »
People have different communication styles. Individuals bring sets of experiences, skills, and tools that affect the way they interact with others, both at home and in the workplace. Individual communication styles also translate into how they negotiate. From these patterns of communication, five distinct negotiation styles have emerged: competing, collaborating, compromising, accommodating, and avoiding. These
What Are the 5 Negotiation Styles? Read More »
Multiple forms of sales take place every day in the corporate world. From B2B to B2C, a wide range of structures exists to diversify the market and provide the best goods to consumers. One of the most complex forms of sales is known as organizational selling. With organization selling comes a set of standards and
What Is Organizational Selling? Read More »
The art of negotiation requires that people know the definitions of some confusing terms. Reservation price, BATNA, surplus, demand, ZOPA – these words can easily overwhelm a new negotiator. However, once you know the simple definitions of these not-so-simple words like “Reservation Price”, you will be able to use them with ease and authority and
What Is Reservation Price in Negotiation? Read More »
Many people say cold calling is a dead practice. With the rise of social media, email, and internet marketing, it’s easy to dismiss good old-fashioned phone calls as unnecessary. The stress of collecting phone numbers, making multiple calls to unexpecting strangers, and facing anger and hang-ups just isn’t worth the low sales yield. However, many
Tips for Cold Calling Scripts Read More »
Negotiation is a critical business skill for all sectors of an organization, from sales representatives to high-level leadership. However, for an optimal learning experience, a negotiation course or program requires more than PowerPoint lectures and worksheets. For a negotiations skills training course to be as effective as possible, students must obtain hands-on experience, learn tools
3 Keys to Effective Negotiation Skills Training Read More »
3600 Clipper Mill Rd, Suite 228
Baltimore, MD 21211
410-662-4764
sni@shapironegotiations.com
