Sales Archives - Shapiro Negotiations

Inbound vs Outbound Sales: What’s the Difference?

The world of sales is ever-changing, with new strategies and techniques arising to accommodate shifting market dynamics and consumer preferences. This article will examine two prominent sales strategies: inbound sales vs outbound sales. You’ll gain valuable insights into their distinctive characteristics and determine how to effectively leverage them to maximize your sales results by understanding …

Inbound vs Outbound Sales: What’s the Difference? Read More »

5 Things You Should Do On Every Sales Call

Practical Applications, Sales / By Andres Lares

Sales calls can be nerve-racking, especially if you’re new to the industry or the stakes are high. They are, however, necessary for closing deals and meeting quotas. Many salespeople enter a call without a success strategy or plan. Follow these five guidelines to improve your sales calls. Let’s explore the 5 things to do on …

5 Things You Should Do On Every Sales Call Read More »

What Is the Resistance Point in Negotiation?

Negotiations, Sales, Tactics / By Jeff Cochran

Negotiations are complicated. No matter what your industry or position may be, you will likely encounter negotiations at some point. It is important for your career and for your company that you understand the minutiae of negotiation so that you can properly execute the negotiation process when the opportunity arises. Listening and understanding the other …

What Is the Resistance Point in Negotiation? Read More »

30 + Powerful Open-Ended Sales Questions

Communication, Negotiations, Probe, Sales / By Jeff Cochran

The goal of a salesperson is to assure your customer that you have the solution to their problem. To do that, they have to know what the problem is. You have to be sure that your sales representatives know how to ask open-ended salesquestions to ensure successful deal closings – and that you can do …

30 + Powerful Open-Ended Sales Questions Read More »

How to Negotiate Prices as a Seller

Blog, Business, Sales, Top 20 Tactics / By Jeff Cochran

A negotiation between buyer and seller is a delicate process that can create a lot of stress for a seller. But the fact is that deals often lead to negotiation even if they’re well-constructed, and negotiation is an essential part of the sales process. So, it is equally essential for salespeople to know baseline negotiating …

How to Negotiate Prices as a Seller Read More »

What Is a Win-Win Negotiation?

Negotiations, Sales, Top 20 Tactics / By Jeff Cochran

Negotiation is key in most business ventures, including securing business deals and partnerships. While you should approach some negotiations with an offensive-defensive strategy in mind, sometimes a more collaborative negotiation can take place. In that case, there is use for a negotiating strategy that leaves the door open for future partnerships or collaboration. It organically …

What Is a Win-Win Negotiation? Read More »

10 Traits of Successful Sales Leadership

Communication, Leadership, Sales / By Jeff Cochran

There is an art to being a successful salesperson, and there are commonalities among the top sales leaders in business. As a salesperson, you may already possess some of these traits, but it doesn’t hurt to examine your strategies and employ some of these traits to take your sales skills from good to great. Once …

10 Traits of Successful Sales Leadership Read More »

Negotiation & Persuasion: Key Skills for the 2022 Workplace

Business, Company Culture, Influence, Leadership, Negotiations, Sales / By Jeff Cochran

Within the last year, we’ve seen a seismic shift in how people interact with businesses. Due to the pandemic—as well as some significant technological advances—a remotely handled customer experience schematic is now front and center for many companies. That means virtual negotiation and persuasion will be key skills for anyone looking to succeed in sales …

Negotiation & Persuasion: Key Skills for the 2022 Workplace Read More »

10 Strategies for Successful Business Negotiation

Leadership, Negotiations, Practical Applications, Prepare, Probe, Propose, Sales / By Jeff Cochran

To perform any business transaction, negotiation is going to be an absolute necessity. Sometimes, these negotiations will shape formal affairs with clearly defined objectives. In contrast, other business negotiations are an ongoing process—instead, they evolve in whatever way best suits the parties’ business goals. If you are looking to succeed as a business professional (regardless …

10 Strategies for Successful Business Negotiation Read More »

How to Make a Pitch

Sales / By Andres Lares

A sales pitch refers to a condensed sales presentation during which you explain the products or services offered by your business and how they can benefit the other party. While many sales representatives create pitches for specific meetings, you can never anticipate when the opportunity will arise to pitch an idea to a potential investor …

How to Make a Pitch Read More »

Sales