Influence Archives - Shapiro Negotiations

Mastering Sales Competencies: Your Guide to Building a High – Performing Sales Team

Andres Lares / March 15, 2023 / Influence, Leadership, Negotiations

As a sales and negotiation expert, you know that the ability to close deals and the skills of the sales reps are both important for sales success. Salespeople can persuade prospects and close deals more easily when they have the right skills. Without these skills, sales representatives may struggle to meet their sales targets, which […]

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The Power of Emotional Intelligence in Sales

Andres Lares / March 2, 2023 / Communication, Company Culture, Influence, Leadership

For many years, emotions have not played a significant role in business and sales circles. Many people believed the best way to achieve your goals in a sales setting was to remove the emotional aspect from it completely so that you could focus solely on making a successful business. In recent years, however, experts have

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A Woman’s Guide to Negotiation

Andres Lares / January 27, 2023 / Communication, Influence, Leadership, Negotiations, Uncategorized

In any male-dominated industry, women often have to work twice as hard for the same positions and the respect of their peers. From marketing departments to the legal field, women have been breaking the glass ceiling in terms of bringing more female empowerment to the workplace. Supporting women begins with taking a more forward approach

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Types of Conflict and How to Resolve Them

Andres Lares / January 2, 2022 / Business, Company Culture, Influence, Negotiations, Practical Applications

Conflict is inevitable. Thus, we will all deal with conflict throughout our lives—often on a consistent basis. For example, people often experience conflict in their personal lives, at work, and even while partaking in recreation or hobbies. However, while conflict can be a natural occurrence, how we handle it can—and should—be developed in ways that

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Negotiation & Persuasion: Key Skills for the 2022 Workplace

Andres Lares / December 23, 2021 / Business, Company Culture, Influence, Leadership, Negotiations, Sales

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

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How to Build Trust in a Team

Andres Lares / August 5, 2021 / Company Culture, Influence

Trust forms the primary foundation of all relationships and has significant consequences on every aspect of our personal and professional lives. Extensive research has demonstrated that building trust in your business team is vital to establishing a positive work culture, ensuring your team can effectively collaborate to accomplish shared business objectives, and encouraging them to

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UpCity Highlights SNI’s Belief In Social Proof

Andres Lares / May 19, 2020 / Influence

“People are influenced heavily by marketing strategies that leverage social proof to affect their behavior as consumers.”- Jordan Stella As we teach influencing to companies and professionals of all types all over the world, we understand that building credibility is a key component to showcase before you’re able to influence someone. How do you build

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CLO Exchange – BCG Graphic Explained

Andres Lares / May 12, 2020 / Influence, Negotiations, Sales, Training

This past week we presented at the Virtual CLO Exchange – 21st edition. It was not only SNI’s first time at the event, but also the first time it was ever hosted virtually. In preparation for our session we discussed what we have seen up to this point in the training world relating to the

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SNI’s Jeff Cochran Receives Top Speaking Scores at 2019 SAMA Conference

Andres Lares / June 28, 2019 / Influence

Strategic Account Management Association, Inc. (SAMA) gathers talent in strategic and key account management from around the globe every year at their annual conferences, one in North America and another in Europe. At this year’s North American conference, Jeff Cochran presented “Influencing Without Authority”. Jeff showcased SNI’s philosophy on influencing. His ability to captivate and

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Why TED Talks Are the Modern Gold Standard for Presentations

Andres Lares / June 6, 2019 / Communication, Digital, Influence

Just about everyone has watched a TED talk at some point in their lives. These seemingly ubiquitous presentations are free and easily shared online through social media, and shown in schools, offices, and other meetings. TED Talks have grown so popular over the years that they are seen as the gold standard of modern presentations,

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