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MARIO BERTA
SALES AND MARKETING
IN BIG EMERGING MARKETS
#STARTUPADDVENTURE
! VERY%FIRST%SALES%IS%WITH%YOURSELF%!%
! THE%MINDSET%FACTOR%
! ENTHUSIAMS%%
! PERSEVERANCE%
! SALES%AS%FORM%OF%PERSUASION%
! SELF%BRANDING%
! FUEL%OF%THE%ORGANISATION%
! GREAT%PRODUCT,%GREAT%COMPANY%NO%SALES%?!?%
www.#marioberta.org##mariobertamentor#
1)%RECIPROCITY%
Social%obligaCon%to%give%back%
Personalized,%Unique%%
How%is%given%
%
2)%SCARCITY%
People%want%more%unique%products%%
%
3)%AUTHORITY%
What%makes%you%credible%?%
%
4)%CONSISTENCY%
Asking%for%small%liXle%commitment%along%the%way%
Voluntary,%public%and%acCve%
%
5)%LIKING%
People%that%similar%
Pay%us%compliments%
Mutual%goals%
%
6)%CONSENSUS%
Looking%at%acCons%of%others%to%jusCfy%yours%
Analogs%
www.#marioberta.org##mariobertamentor#
1.  Always#qualify#the#lead#
2.  Avoid#people#with#limiCng%believes%unless#are#easy#to#overcome#
3.  Forecast#overcoming#objec?ons#
4.  Enthusias?c#as#hell#
5.  Sharp##
6.  Figure#of#authority##
7.  Deliver#the#power%state:#confidence,#certainty,#clarity#
8.  Measure#and#pivot#
9.  Manage#the#transi?ons#(“based#on#what#you#told#me#this#is#….”)#
10. “Money#aside”#
!  %%EMPIRICAL%RESEARCH:#the#company,#industry,#compe?tors,#regulatory#framework#
!  EMPHATIC%RESEARCH:#the#person,#challenges#/#opportuni?es,#press#release.#
!  DECISION%MAKER%
!  CHIT^CHAT%
!  PRESENTATION%>%“Script”%>%The%whole%cycle%>%The%big%picture%
!  Qualifying#ques?ons#
!  Introduc?on#of#your#self%
!  Introduc?on#of#your#company%
!  Introduc?on#of#your#products%
!  HOW%IS%IT%GOING%TO%BENEFIT%THEM%?%(cheaper,%faster,%customer,%problems,%UX)%
!  PRICE%/%VALUE%>%Translate%it%into%$$$%
!  ANALOGS%
!  CLOSING%%
!  NEXT%STEPS%
!  UNDERSTAND%THE%DECISION%MAKING%PROCESS%
!  TIME,%DRESS%CODE,%MATERIAL%
www.#marioberta.org##mariobertamentor#
#Guy#Kawasaki#
www.#marioberta.org##mariobertamentor#
#Guy#Kawasaki#
www.#marioberta.org##mariobertamentor#
www.#marioberta.org##mariobertamentor#
ARE%YOU%READY%?%

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Mario Berta - Sales and Marketing in Big Emerging Markets - Startup AddVenture Middle East 2015