Shapiro

How Our Negotiations and Influence Training and Sales Optimization Can Help Your Organization

Our success is built on helping professionals at all levels use a systematic approach to get more accomplished, faster, and with a higher degree of effectiveness. By taking over 30 years of lessons learned in real-life situations, we dig into your specific industry and client challenges, so our tools and techniques can be used immediately and repeated with precision to the benefit of your organization.

Through a combination of highly customized training programs, dynamic keynotes and strategic consulting, SNI delivers the ultimate learning continuum. We focus on the bottom line, the people, and the tools that drive continued success for the world’s leading organizations every day.

Negotiation Training

How to Negotiate So Everyone Wins - Especially You!

This program is based on SNI’s first award-winning book, THE POWER OF NICE: How to Negotiate So Everyone Wins — Especially You! The Negotiation Training program focuses on a systematic process to negotiating deals with suppliers, vendors, and customers that helps to maintain an ongoing relationship long after “the deal is done.” Your team will be taught how to negotiate in a way that is profitable, while also satisfying the needs of the other side so that negative ramifications down the line are minimized.

Your team will learn SNI’s Systematic Approach to Negotiation: Prepare, Probe and Propose. In the Preparation module, you are taught how to use SNI’s Seven Step Preparation Planning Tool. This tool is the basis for efficient preparation on both small and large deals. Next, you are given a model to help you structure and ask more effective Probing Questions as well as listen to the answers. Additionally, you learn three simple rules for making proposals that allow you to get more of what you want while leaving you the ability to make necessary concessions.

This program includes extensive simulation for you and your team to practice your enhanced negotiation skills. Additionally, you have the opportunity to work on a current situation so that you can immediately have real life application of the lessons taught during the program. This type of instant application provides the opportunity for you to immediately assess the impact of the course on your teams’ effectiveness outside of the classroom.

Influencing Training

Strategic Power: Systematically Influencing People and Their Decisions

This program is designed to help your team influence others and the decisions they make. In many cases, people try to get things done without understanding the other individuals involved in the process, their motivations and needs, and how they make decisions. Examples include: Pharmaceutical reps trying to convince a doctor to prescribe their product; Marketing reps attempting to persuade their Finance department to include a certain program in the budget; Financial advisors motivating clients to make a specific investment; and Government agencies jockeying to secure political support for an initiative.

When attempting to influence others, people must understand the four basic components that affect their own credibility and ability to impact decisions. There is a cliché: “People like to work with people they know and trust.” The ultimate success in creating or rebuilding that type of business relationship rests in implementing a systematic framework to achieve one’s influencing objectives.

Your team will first receive an Influencing Inventory tool to help you build more logical arguments based on circumstance and comfort level. Next, you must understand the positive and negative emotions that impact decisions and drive the other side’s interests. Finally, logical persuasion strategy is used to stimulate action and not just agreement. By utilizing this proven process, your team can effectively manage their time, talent, and tactical efforts with increased precision and success.

SALES OPTIMIZATION TRAINING

Sales Performance: Optimizing the Tools, Habits, and Process to Achieve Greater Sales Success

Many companies already have an existing sales methodology and platform. Company sales representatives are trained on territory management and the pipeline generation process is reasonably successful in producing new prospects and current client follow-up activities. Salespeople now have the “what to do” part of the process. What’s missing in many cases are the critical habits, tools, and job aids that give those very salespeople the ability to close more deals, faster, and at higher margins. In essence, they still need the “How To Do It” part of the process.

SNI’s Sales Optimization training program takes your existing sales platform and incorporates our tools, habits, skills, behaviors, and systematic process. This creates an arena where you are able to enhance the ROI on the existing sales methodology and where your salespeople are able to continue utilizing a process with which they are comfortable. The true definition of “win-win.”

Your team becomes part of an interactive experience that challenges your current mode of thinking and gives you the opportunity to practice the SNI three-step process in the actual program. Through our training program you learn to more proactively prepare in an effort to save time and obtain better information, which includes a deeper understanding of true customer value. Common objections are raised and responded to through a series of strategic questions and company-specific job aids. Finally, you are given the tools and confidence to ask and logically close the deal in a way that creates more deals for the long-term.