Training your team to be the best they can be is neither cheap nor easy. However, the ROI of a successful training program makes it all worth it in the end. In fact, with the proper training methods and materials, your company’s employees can give your bottom line a tremendous boost. But once the work […]
Ways to Measure Training Success Read More »
How to Get Your Sales Team to Buy Into Your CRM System Do you have a great new CRM system? Does it provide answers to all – or most – of the challenges that your sales team is currently working through? Then why aren’t they using it? Selling your sales team on a new system
How to Get Your Sales Team to Buy Into Your CRM System Read More »
Have you ever sat in a sales planning meeting and a few minutes into it realized that you don’t know which account your manager is currently talking about? While your coworkers have been discussing and making plans, you have been thinking about all the emails that you need to respond to and getting to your
Good listening = Good Probing Read More »
It can be challenging for most of us to come up with solutions that allow the other side to save face. It’s not an easy task to step outside of ourselves and think like the other side. (Hey, they are the other side after all. How could they be right?) One technique we have used
Writing Their Press Release Read More »
Have you ever suffered from “negotiation fever”? You probably have. It’s where you get so caught up in the heat of making a deal that you lose sight of the quality of the deal. As an outside observer you may know it’s a bad deal,but since your directly involved you forget about your objectives. If
Sometimes No Deal is the Best Deal Read More »
Before you meet with a person, you should do a little homework. Making identification an automatic habit will help ease this step and better your skills. First do some research to learn about the person and their background, reputation, and even quirks. The more you know about the person before you meet him or her,
Identify Types – Know What Kind of “Difficult” You’re Up Against Read More »
There are times in negotiations that you will feel like the weaker party. Maybe you are less experienced, have less leverage, or something else entirely. For whatever reason, you feel like David squaring off against Goliath. So how do you combat this problem? Well David didn’t show up with only one stone and neither should
At some point in your life you will have to deal with a difficult person. It may be when you least expect it or when you’ve been warned far in advance. Regardless of the situation, following the N.I.C.E. system can help you handle a difficult person without becoming one of them. N—Neutralize your emotions. Dealing
A little while back, a member of SNI purchased a new condo. The market in this particular area had continued to be hot through the recession and as a result it was very likely there were going to be multiple offers on the property. While most potential bidders tried to take advantage of time with
It’s Not All About Price When Buying a Home Read More »
When actors like Leonardo DiCaprio and Robert De Niro are filming a scene for a movie, they become entrenched in the script. They go over it forwards, backwards, and sideways to get into the character and deliver their lines with power and emotion. Hollywood, however, isn’t the only place that scripts come in handy. When
Don’t Forget Scripting Read More »
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