The U.S. unemployment rate is low, and companies are cranking up recruiting efforts. Organizations will face a challenge in the year ahead to keep current employees from being lured away by companies offering attractive benefits and innovative perks. Businesses can attract and keep employees by improving digital efficiency, providing relevant feedback and matching people with […]
Facing Employee Retention Challenges in 2018 Read More »
People, whether they’re in marketing or manufacturing, generally enter a meeting with preconceived ideas and outside concerns that affect the way they listen. Salespeople can build relationships, or they can forever kill deals when they make some of the following mistakes. Focus on Your Needs It’s good to have goals, but, if all you’re thinking
4 Negotiation Strategies that Destroy Deals Read More »
You know it when you see it. Someone walks in the room and before they even speak, they exude authority and trustworthiness. Presence is difficult to define, but it can be developed. It doesn’t come from achieving results, and it isn’t always dependent on personality; instead, impression management plays a big part. Teach sales professionals
Own the Room by Building Your Leadership Presence Read More »
Today, SNI announces a new partnership with Roar Thun Waegger, currently an Associate Professor at the University of Oslo, who specializes in conflict resolution and negotiations. Roar, who recently started the Waegger Negotiations Institute, is a well-known professor and mediator in Scandinavia, and has extensively studied and applied the subject, including taking advanced courses at
Shapiro Negotiations Institute Welcomes a Norwegian Partner Read More »
No one likes to lose money. Organizations invest in training to make their teams more effective, but even the very best sales training can be useless if it only takes place once. Successful salespeople soak up a large amount of information at one-time events but oftentimes can only implement a small amount of it right
Why Sales Training Must Be a Continuous Process Read More »
Developing your workforce results in improved competence, production, and work satisfaction. It produces more well-rounded, experienced employees. However, some employees may be reluctant to take part in the training. Many widespread beliefs exist about training and development, which distorts your employees’ views and could lead to bad decisions. As the change agents in your company,
Understanding Potential Barriers to Professional Development Read More »
Upselling is popular in many industries – like a waiter encouraging a patron to have one more drink or an extra appetizer – it can persuade a customer to spend more, driving up sales. Upgrades and add-ons form a positive upsell strategy that build on a customer’s desire to have something better. However, this strategy
Transform Your Upselling with These Persuasion Tips Read More »
To stay ahead in the industry, you need a strong salesforce. To ensure you have this, you need a sales training program that will enable your workforce to adapt to the ever-changing markets. In the last decade, we witnessed a revolution in training, with e-learning and virtual reality providing the kind of force multipliers that
Keep a Salesforce Fresh with These New Trends in Sales Training Read More »
A negotiation begins before greetings or opening remarks – if you know what to look for. How each person carries his or her self, sits, and interacts with others can say more than all the words spoken during that meeting. Learning to read these signals gives insight into that person, information you can use to
What Their Body Is Saying While Negotiating Read More »
Though it’s not the first thing that might come to mind, psychology and sales techniques often go hand in hand. Effective salespeople know how to speak their customer’s language to build rapport and connect to what motivates them, and, for them to do that, they must understand the basics of what drives people to do
How to Use Psychological Theories to Increase Conversions Read More »
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