This is an excerpt from the book The Power of NICE by Ron Shapiro, Mark Jankowski and Jim Dale. Here are three warnings – don’ts – to keep in mind when you are digging for information during a negotiation: 1. Don’t Mind-Read Don’t assume you know what the other side is thinking and simply proceed […]

Let’s explore the art and science of preparing for the pharmaceutical sale at the Individual level. We believe that the clearest path from the waiting room to changing the prescribing habits of a physician (or physician’s assistant or nurse practitioner) is to: 1. Build credibility – in short, you have to know your stuff. Most

Preparing to Influence at the Practice Level When getting ready to sell to a physician, the pharmaceutical sales professional has to take many things into account. Every rep knows what the physician is writing, what their share of the market is in whatever class of drug they are selling, and where they stand in regard

Hello and welcome to The SNI DealCoach Daily – a community of experienced negotiators, sales consultants and everyday dealmakers who want to maximize your results in today’s turbulent times. As the economy tightens, effective negotiation skills become more important than ever. It is imperative to commit yourself and your organization to achieving “win-win” deals. Though