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.

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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.

You might have felt this in your business, but do you know how to adapt to the new reality?

BuzzBoosters has just release a new flash program that will guide you step by step on how to sell more in the new economy.

I don’t want to brag but this program can change your life.

This program targets decisive business owners that want to take action and generate more sales.

We’ll not be offering this program in the same format in the future.

Check more about the Off-Road Sales Strategies for the New Economy

Things have changed a lot, the way people buy has changed and the way we sell has changed and the sooner you understand that and change the way you have been marketing, the better. This is especially true if you are still using the same channels to market your business and see decreasing results every time. They will not go back to what used to be normal and most likely they will adapt to the new economy or they will just cease to exist.

There is a reason why last year there were 273 magazines going out of business and you hear all the time that newspapers are dying.

Here are a few things about the new economy and the way you should be marketing to prospects and clients:

1. You need to focus on your prospects problems and not only on your company and products like before. Remember, people search for a solution to a problem.
2. Define the top emotional reasons people purchase your products.
3. Start a dialogue with prospects and clients. This is crucial today and not at all like before where you would just broadcast a message to them using TV, Radio etc.
4. Look for quality of prospects other than the quantity. Everybody is not a prospect and some can bring a lot of headaches. Don’t forget that the gold mine lies in existing clients.
5. Try ideas, fail fast and come back. You don’t need a business plan, you need an action plan.
6. Master business storytelling and tell true stories that are compelling.
7. Provide valuable information using social media tools. That is a lot more effective than spending a lot of money with advertising.
8. The more education you provide, the more profit coming your way.
9. Use an ethical bribe or a compelling offer to build a list of people interested in what you are talking about.
10. Position yourself as the to-go expert.
11. Use tools like teleseminars or online videos to get the word out and position yourself in the market.
12. Make a sale to get a client. Don’t focus only on the first sale and create upsells.
13. You need several products or different services. There is a lot of money in the back-end offers. Give buyers more chances to buy and they will spend more. Repeat sales can increase profits by 22%
14. Create a continuity program
15. Leverage technology. Stop giving excuses that you were not born in front of a computer, or you are too old and start using technology not only to attract prospects but to follow-up in an automated way. For example, using auto-responders.