| p>Most small business owners are very good at | | | | away. You must have in mind that the only thing |
| what they do, whether they are consultants, | | | | they want to hear is the "What's in it for ME?". |
| coaches, web designers, copywriters, etc... But | | | | So when you deliver the "What's in it for THEM?", |
| most of them never attended a school or training | | | | you got their attention and are half way to the |
| to learn how to negotiate. They need to learn it | | | | sale. |
| on their own, and they often learn it the hard | | | | Your mission is to learn quality information that |
| way, losing contracts and clients. | | | | you can use to build a positive relationship with |
| What are the keys to successful negotiation? | | | | your clients to sell the best offer. People are |
| 1. You need to know exactly how to explain your | | | | more willing to buy from people they know, like |
| business, in a simple and easy way for people to | | | | and trust, so building the relationship if a very |
| understand the benefits of working with you | | | | important part of your negotiation process. |
| instead of your competitors. | | | | Knowing what they want, and offering them THE |
| 2. You need to listen to your prospects or clients, | | | | solution to their challenge, allow you justify your |
| to find THE solution to solve their challenges. So | | | | rates, even if you are more expensive than your |
| as soon as they told you what they need you will | | | | competitors. As soon as you will show them how |
| be able to tell them what you can do for them. | | | | your expertise will save them time and money, |
| Same as networking, you need an effective 30 | | | | price won't be an issue. |
| seconds commercial or elevator pitch to introduce | | | | Your negotiation skill start with an excellent |
| yourself and your business. You need to ask the | | | | networking and communication skill. The better |
| right questions and open questions to the people | | | | you communicate with your prospects and clients, |
| you meet or negotiate with, to learn what they | | | | the better you negotiate with them, and |
| need. And very important, your need to listen to | | | | consequently, the more clients you attract to |
| their answer, to see how you can help them right | | | | your business. |