| All sales meetings fall into two
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| | the next meeting.In the case of
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| categories, a one-call close or a more
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| | multi-level sales (i.e. residential and
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| than one call close.Closings can be in
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| | some commercial real estate), the initial
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| steps. You can close to agree to go to
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| | close may be getting the mortgage or
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| the next step or you can sell the first
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| | credit application.The sooner you have
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| time.Either way there are certain key
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| | the decision-maker there the closer you
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| elements that go into closing.Knowing a
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| | are to moving the process along.In all
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| client or prospect's budget and who the
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| | meetings you want to remember to ask the
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| person is who ultimately decides whether
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| | pertinent questions and then LISTEN for
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| or not it gets spent on your product or
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| | the information. As you bring prospects
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| service is essential to getting a
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| | and clients into their distress zone they
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| sale.Whenever possible one of the best
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| | will be revealing the emotions that you
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| ways to speed up a final closing is to
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| | need to address. The distress zone is
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| ask your prospect what their budget is
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| | also the place (and time) that their
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| for your product or service. It does you
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| | budget becomes bigger and desires become
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| absolutely no good to go through all the
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| | greater.Remember, when you do sell,
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| other steps in your sales process simply
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| | whether it is after the first meeting or
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| to find out that their budget is only
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| | the tenth meeting, you must make an
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| twenty-five percent of your product or
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| | agreement to service this client so that
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| service sells for. When the disparity is
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| | they become a "salesperson" for you.Sell
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| that great it may be best to say goodbye
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| | to close the deal and sell to close
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| and move on. If, however their distress
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| | another seller!Dan Goldberg, MBA, is
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| need level is so high that the gap can be
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| | President of Dan Goldberg Consulting
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| closed then you know that you have a real
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| | L.L.C. a training, coaching and business
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| prospect.In a non-complex sale it is best
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| | development firm located in the
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| to find out your prospect's budget before
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| | Philadelphia, PA area. He is the founder
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| the meeting so that you know whether or
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| | and former owner of "For Eyes" the highly
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| not to continue. If the party doesn't
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| | successful international optical company
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| know their budget initially tell them
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| | and an internationally recognized keynote
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| that that will be one of the questions on
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| | speaker. Dan is the author of the book
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| your meeting agenda and that if they
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| | "Stand Back A Second, Just don't fall off
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| could have a figure or a range before the
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| | the edge," and of "The Six Steps To Solid
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| meeting, you would appreciate it.The next
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| | Sales Success" and "The Seven Elements Of
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| point to make sure of is that you discuss
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| | Successful Management" programs. He is
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| who will be making the final decision. If
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| | Executive-In-Residence at Kutztown
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| it's the party who will be attending the
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| | University and has been the subject of
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| meeting then you're ok. If not you want
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| | stories in Newsweek, Business Week,
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| to find out who it is. Then it would be
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| | Playboy, Successful Business, Investor's
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| best to request that person to also
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| | Business Daily, major newspapers in New
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| attend the meeting.Making sure that the
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| | York, Philadelphia, Washington, D.C.,
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| decision-maker is present as soon as
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| | Boston, Baltimore, Miami, San Francisco,
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| possible will shorten your selling cycle
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| | Oakland, St. Louis, Chicago, Los Angeles
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| or save you time by ending the cycle.In
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| | and many other national and local
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| the case of a complex sale your best
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| | publications. In addition, Dan has
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| tactic is to have an agreement that,
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| | appeared on Good Morning America and
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| after the initial meeting, if you move
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| | other national and local television and
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| forward, the decision-maker will be at
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| | radio programs.
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