We dedicated a few episodes of BuzzBooster TV to talk about sales strategies.
In this episode we cover negotiation skills and how to find the broken windows.
In order to achieve long lasting prosperity as a small business owner you need to understand and master sales.
Watch BuzzBooster TV by clicking here
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The social media effect
Take a look on this infographic how social media and good content can impact a business.
You can see that not only social media marketing is a process it has a huge potential of reaching your target market in a very unique way.
You need to worry only about creating good content
I couldn’t help taking a picture of this couple. It was so cute!
They were having breakfast while reading the news….in their tablets.
No newspapers going around the tables. It is amazing to me how all generation are quickly changing their behavior towards technology.
We had an amazing call inviting some people to become a BuzzBooster marketing advisor.
I’ve put the replay here so you can consider this opportunity in your business.
Click here to listen about the BuzzBooster marketing advisor certification
I don’t need to tell you that things have changed a lot. Markets have changed and the way the consumer buys has changed a lot in the last few years.
There is extreme importance in revisiting your sales strategies and align them with this new consumer. As a small business owner you need to understand that creating a structured sales process and improving your negotiation skills is crucial in your small business marketing strategy.
Most of the time you are more resistant to sell than the client to buy.
It is a lot about psychology and not about sales tricks.
There needs to be a design of the sale you can apply anywhere and become a master negotiator.
I want to share with you a system I’ve created to increase conversion in any type of selling. It is based on psychology and consumer behavior and I’ve tested several times in one on one negotiations, over teleseminars and on stage.
It goes through 5 steps where you can choreograph your negotiation:
1.Find the broken windows: This principle comes from the New York police where they look for homes with broken window because they show there is a problem there. We need to allow prospects to unveil their problems. This step decreases anxiety, shows where the problems are so we can pin point the core points.
2. Join and conduct the Tango: Prospects already have a conversation going inside their minds. This conversation tends to carry a lot of drama and fear. It is up to the negotiator to join this conversation, create rapport and conduct the dance.
3. Incorporate mystery and rituals: (we need some level of tension around their needs). Remember that the brain cannot cope with an unanswered question, this creates traction. Rituals like simple things as having them fill a questionnaire before talking to you not only inverts the relationship, where you are not the sales person anymore, it also shows there is structure.
4. Extract the Wow: show the possibilities. If you have ever watched a n infomercial; you know what I’m talking about. Any sales negotiation needs to have its wow moment where the prospect thinks “I need this guy” “How did I survived without this product?”
5 Tie the knot: Don’t forget to propose. close. partnership from the beginning regardless the amount. They ask you to marry: Now it is the time to ask: how do we work together?
Having a structured sales and negotiation process is part of a smart small business marketing strategies. No one wants a person that talks non stop and pushes a product or service.
It is up to you to have these steps in mind, get a pen and paper and outline in your case how you would incorporate them when you are negotiating.
Think that you are building a graph in the process where the WOW factor is on top and from there you just keep the dialogue going and conduct them to ask to buy.
Lots of good stuff for you to apply in your business in the latest episode of BuzzBooster Tv. This week we talk on how to use google plus as a small business marketing strategy, we have Linda Cain as our special guest talking about the do’s and don’ts of event planning and more social media marketing tips.
Watch BuzzBooster TV now!
I had the opportunity to visit the store of Little Miss Matched at Disney some weeks ago and decided to do a short video on this company that is very unique in their approach.
One of our newest members, Meredith from Tame the internet monster did a video of our shock and awe package that she got in the mail.
We want to thank her for taking the time do put this video together and welcome her to the BuzzBooster family.
Just heard the news about Steve Jobs death and I’m really sorry to see him go.
I’m not an Apple user (well, I have an ipod), but I greatly admire its founder as being an example of a true entrepreneur, master creator and brilliant marketer.
Few people understood consumer psychology like he did and how to incorporate mystery and create desire when promoting a product. More than most he also understood the power of a community and is an example to any one.
He was a true example of how we need to be as entrepreneurs and how crucial it is in business to innovate and be fast to put products in the market, even when they are not perfect, how important it is to create a community linked to a higher purpose around our business and have them advocate and fight for you.
We need more people like Steve Jobs and we need to pay more attention to cancer research. Make a donation today to a cancer research institution like
http://www.cancer.org/
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