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