Sales Archives - Page 2 of 12 - Shapiro Negotiations

10 Strategies for Successful Business Negotiation

Andres Lares / October 20, 2021 / Leadership, Negotiations, Practical Applications, Prepare, Probe, Propose, Sales

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 […]

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How to Make a Pitch

Andres Lares / August 27, 2021 / Sales

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

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B2B Selling Approaches

Andres Lares / July 21, 2021 / Sales

Business-to-business, also referred to as B2B, refers to the type of business transaction conducted between companies, such as between a manufacturer and wholesaler or between a wholesaler and a retailer. B2B transactions typically occur in the supply chain, in which one company purchases materials or components from another to manufacture products that are sold to

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10 Tactics for Sales Negotiation

Andres Lares / May 6, 2021 / Negotiations, Sales

Imagine you are the Chief Operating Officer of a pet accessories manufacturer. On a typical Monday morning, you enter the factory and immediately notice a towering pile of broken dog harnesses on the floor right, right next to your factory foreman and chief engineer in the midst of a heated argument. Because conflict resolution is

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Improve Your Closing Percentage With These Eight Closing Strategies

Andres Lares / January 13, 2021 / Sales

Sales techniques seem to be a dime a dozen in the digital age. If you look hard enough, there is a technique described online for every niche—and when you couple them with an excellent product or an effective service, you can garner a client’s attention and interest in your business quite effectively. However, even the

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Ventas, Curso Virtual

Andres Lares / January 11, 2021 / Sales, Virtual Training

Este año hemos observado una gran cantidad de cambios alrededor del mundo a causa de COVID-19, y el comercio no es excepción alguna. A causa de las cuarentenas globales, vendedores han tenido que aprender a perfeccionar la habilidad de conducir ventas en línea. Así de forma virtual como en persona se aplican muchos de los

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Mastering Strategic Sales with Additional Habits and Tools

Andres Lares / August 28, 2020 / Blog, Sales

The Current Landscape In today’s fast-changing world of virtual meetings, savvy professional procurement buyers, and emerging needs in the marketplace, it is critical to find new ways to approach customers and prospects and offer a unique buying experience. At SNI, we are discovering that most companies don’t need (or want) to abandon their investment in

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Selling Into Procurement

Andres Lares / July 16, 2020 / Procurement, Sales

One of the most common requests we get, from both clients and participants in a session, when we are training sales teams is – How do I sell into procurement. We have a whole course on it, but, here are 6 quick practical tips you can use today: Six Tips for Selling into Procurement: 1.There

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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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360 View on Negotiations Between Procurement and Sales

Andres Lares / April 24, 2020 / Procurement, Sales

The goal of every procurement team is to acquire the goods and services that the organization needs from the optimal vendor with optimal terms. They are tasked with translating another business unit’s needs into a streamlined purchasing process – which often means RFIs and RFPs to narrow the field and eventually compare “apples to apples.”

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