Empower Your Small Business with an Easy-to-Use eSign Solution for Closing Sales Deals

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hi I'm sure heart and I'm national war with buzz booster TV we have a very exciting short very exciting it's all about all about negotiation skills how to improve your closing rates when you're selling it's all about that yeah well when we are negotiating a crucial part of the process is actually to have a process most people when they are trying to sell something being face-to-face over the phone on a teleseminar on stage they try to just dump a lot of information earlier and talk talk talk in the hopes they will be able to convince the prospect to buy when that's not the approach especially nowadays when the consumer has so much information and the whole process of selling is different well we have developed a system that allows you to increase your closing rates every single time it has a lot to do with the psychology and as way that the consumer is buying today it is composed of five steps five easy steps is a very first one find the broken windows the second you have to join the tango and then incorporate mystery and rituals yes and when once you've done that that you have to extract the wow and finally tie the knots yes well I want to tell you exactly how to do all the same swivel and today we are going to focus on how to find the broken windows first let's understand why find the broken windows did you know that in New York City the cops when they're patrolling a neighborhood they a special attention to homes that have broken windows in them and what they do they know to start paying more attention and more focus on that home day in and day out and do you know why because they have a theory actually this is more than a theory it's been scientifically proven that when people don't fix don't worry about the appearance of homes in the outside it's likely that their life is a mess as well me if I don't fix the broken window in my home chances are i have issues in my own life and so they know that eventually statistically at that house will give them problems down the road at some point and so it's the same thing with your business you have to find the broken windows look and see what isn't right from the outside and even from the inside and then fix it little by little make it sure and when your enduring the sales process especially so this applies in the business as a whole but more importantly during the sales process while you're negotiating with the client because when you have the prospect in front of you and they're telling you all the problems that they have they're complaining they're mentioning what are their obstacles or maybe they might not even know what those are but they're letting you know what they need try and spot the broken windows in their business because when you do you'll be able to create instant rapport with them because you'll understand exactly what they're going through and then you'll be able to let them know what that is and all of the sudden they're gonna go wow you know what you're right that's exactly how i've been feeling that's exactly what I've been going through that's exactly what my business is going through and then guess what you're going to providing the solution you're going to fix the window so when you're negotiating find the broken windows so let's see some ways that you can find a broken window when we are negotiating okay any of course in each environment where you sell it's going to be different now there are several ways of doing that let me tell you in a consulting situation or if you're a coach some ways you could find that one way we do here is even before we talk to a prospect we do send them a question and an assessment that they have to feel and send back before we even actually schedule the time to talk to them well this assessment asks a series of questions about their business what they see as their challenge of the strong points the weak points so we can get a feel of what's going on okay that gives us glimpse of what might be the problem understand that many many times the prospect read doesn't know what the problem is or thinks it's one thing when it's actually totally different in our case for example is very common that they think that they are not marketing right when the real issue is with the positioning they have at the moment so we need to figure out that and by the way we do this is when we're face to face or over the phone we allow them to speak we actually ask them questions about about what are their challenges at the moment what are they doing and ing to what they answer we ask more questions so for a period of time we are actually very silent and we allow them to speak so we can find the broken windows in the process you know it's usually the subtext that you find that so it's very very important to listen at this point again when we are selling we tend to think we need to control the whole thing and talk a lot and that's not true listening is eighty percent of pros in the sale because it's when you're listening that in the subtext in the sublights you will find really what are the broken windows and once you know that the whole thing changes because then you can really target on a very emotional level how you can solve that problem so this is one way of course when you're doing an teleseminar you will have to study your audience your ideal client beforehand and by experience you will know what's the average problem what's the more emotional problem in the process and you will address that on a sales letter you see that happening all the time don't you when you see a headline like and you tired off can't can you do you I don't know you need questions that say I am tired of being fat are you tired of not any money right so they kind of paint the broken windows for them with questions because what they're trying to do really is say oh yes i'm aware i have that problem oh yes i am aware that I have that problem so that's when you still show them the broken windows on a sales letter okay so i hope this helps you because it's really really crucial that not only you pinpoint the broken windows they become clear to your client because of course then they want to change that therefore they will need your services right and allow them to talk and you listen a lot because they will show you the broken windows in the subtext it is usually not as obvious as you might think or your mind might think it should be well fighting the broken windows in a negotiation may happen in different moments and in different formats okay I'm going to talk to you a little bit about that as well as you figuring out also broken windows inside your business so for example the other day I was in the mall and I was looking for some clothes I saw the store of beautiful things outside so when there and I saw this chanting and it was really really pretty jacket so I started looking at that and that of course I wanted to know the price right so I was looking for the tag and I couldn't find here comes the saleswoman so the negotiation process is started right and she comes gonna happy with something and I said yes I'm trying to find the price for this jacket and she right away went and said oh this is a pricey one this is one of those ones and then she called the price which was under a hundred bucks and she said yeah I know this is this is really a pricey one but we have other stuff there she totally screw up the negotiation didn't she she she I mean I really think this is unacceptable somebody working in a business cannot cannot give their opinion if the price is too high right it's not up to them to do that and at that moment she first she didn't know if a hundred bucks was a high price for me or not second she didn't talk anything about the value the quality of that jacket she just stated it was priced he was priced in her mentality and she did a huge the service for the business that's a big big broken window those people should be trained a lot better they shouldn't be allowed to say such a thing it's just unconceivable that that happens big broken winner in a business and she just screw up the the negotiation because she didn't try to sell me on something else nothing she just stated her opinion about that item very very very very bad broken window now in a business you have to see one of the other places also then you could have a broken window even if it's outside the negotiation because it impacts your conversion for example if you have a restaurant and I sit which happen by the way the other day i SAT with some friends at the restaurant and when I stood out I had this line here on my belly it does touch the table but the table was dirty so it just ruined my shirt very big broken window is telling me a lot about that restaurant and the quality so again they did break a negotiation because guess what I'm not going back same thing if you have dirty bathrooms in your business very common in offices where they share offices with other people that the restaurants the least they pay attention to which is part of the whole image of your business right so finding the broken windows you have to first figure everything that could be wrong there that you could fix a rude receptionist or our reception is talking on the phone while there's somebody in front of them willing to buy that happens quite often too so find in your case which are the places where you could have a broken window and fix and in the negotiation I hope you got a very good idea on how that happens like I told you there are very different environments where you're negotiating like a person come into your store and having a salesperson saying something wrong so you have to figure in your case in the case of your clients where the broken windows are and fitness and fix it and fix it right away so we were face to face with the client or when we're over the phone it's actually quite simple to figure out and discover the broken windows but when you're doing it through a direct mail piece or when you're doing it online on a sales page or something like that where you don't actually have the prospect in front of you that becomes a little more challenging so my tool for today is a book that's right a book because this book will allow you to use words and triggers that will help you create that report and make sure that the prospects prospect identifies with you and instantly realizes hey that you understand their pain so the book is power words that sell go get it power words that cell is very useful book anytime you're writing copy it's fantastic book they also have power phrases that so i would encourage i recommend that one really well i was awesome i really like this you know for each a step of the negotiation that last point the final broken windows join the tango find mystery and incorporated research and rituals extract and is not well they have very very deep mini in there oh she asian so I hope you come next week to watch the next step because we're going to unveil everything that you need to direct to close more in every single sales process right now because close attention to it and that guess what implement it start doing it because it will truly make a difference in your business yes a well see you next time see ya