tting the mortgage or credit application.

The sooner you have the decision-maker there the closer you are to moving the process along.

In all meetings you want to remember to ask the pertinent questions and then LISTEN for the information. As you bring prospects and clients into their distress zone they will be revealing the emotions that you need to address. The distress zone is also the place (and time) that their budget becomes bigger and desires become greater.

Remember, when you do sel

All sales meetings fall into two categories, a one-call close or a more than one call close.

Closings can be in steps. You can close to agree to go to the next step or you can sell the first time.

Either way there are certain key elements that go into closing.

Knowing a client or prospect’s budget and who the person is who ultimately decides whether or not it gets spent on your product or service is essential to getting a sale.

Whenever possible one of the best ways to speed up a final closing is to ask your prospect what their budget is for your product or service. It does you absolutely no good to go through all the other steps in your sales process simply to find out that their budget is only twenty-five percent of your product or service sells for. When the disparity is that great it may be best to say goodbye and move on. If, however their distress/need level is so high that the gap can be closed then you know that you have a real prospect.

In a non-complex sale it is best to find out your prospect’s budget before the meeting so that you know whether or not to continue. If the party doesn’t know their budget initially tell them that that will be one of the questions on your meeting agenda and that if they could have a figure or a range before the meeting, you would appreciate it.

The next point to make sure of is that you discuss who will be making the final decision. If it’s the party who will be attending the meeting then you’re ok. If not you want to find out who it is. Then it would be best to request that person to also attend the meeting.

Making sure that the decision-maker is present as soon as possible will shorten your selling cycle or save you time by ending the cycle.

In the case of a complex sale your best tactic is to have an agreement that, after the initial meeting, if you move forward, the decision-maker will be at the next meeting.

In the case of multi-level sales (i.e. residential and some commercial real estate), the initial close may be getting the mortgage or credit application.

The sooner you have the decision-maker there the closer you are to moving the process along.

In all meetings you want to remember to ask the pertinent questions and then LISTEN for the information. As you bring prospects and clients into their distress zone they will be revealing the emotions that you need to address. The distress zone is also the place (and time) that their budget becomes bigger and desires become greater.

Remember, when you do sel

l closing is to ask your prospect what their budget is for your product or service. It does you absolutely no good to go through all the other steps in your sales process simply to find out that their budget is only twenty-five percent of your product or service sells for. When the disparity is that great it may be best to say goodbye and move on. If, however their distress/need level is so high that the gap can be closed then you know that you have a real prospect.

In a non-complex sale it is best to find out your prospect’s budget before the meeting so that you know whether or not to continue. If the party doesn’t know their budget initially tell them that that will be one of the questions on your meeting agenda and that if they could have a figure or a range before the meeting, you would appreciate it.

The next point to make sure of is that you discuss who will be making the final decision. If it’s the party who will be attending the meeting then you’re ok. If not you want to find out who it is. Then it would be best to request that person to also attend the meeting.

Making sure that the decision-maker is present as soon as possible will shorten your selling cycle or save you time by ending the cycle.

In the case of a complex sale your best tactic is to have an agreement that, after the initial meeting, if you move forward, the decision-maker will be at the next meeting.

In the case of multi-level sales (i.e. residential and some commercial real estate), the initial close may be getting the mortgage or credit application.

The sooner you have the decision-maker there the closer you are to moving the process along.

In all meetings you want to remember to ask the pertinent questions and then LISTEN for the information. As you bring prospects and clients into their distress zone they will be revealing the emotions that you need to address. The distress zone is also the place (and time) that their budget becomes bigger and desires become greater.

Remember, when you do sel

find out your prospect’s budget before the meeting so that you know whether or not to continue. If the party doesn’t know their budget initially tell them that that will be one of the questions on your meeting agenda and that if they could have a figure or a range before the meeting, you would appreciate it.

The next point to make sure of is that you discuss who will be making the final decision. If it’s the party who will be attending the meeting then you’re ok. If not you want to find out who it is. Then it would be best to request that person to also attend the meeting.

Making sure that the decision-maker is present as soon as possible will shorten your selling cycle or save you time by ending the cycle.

In the case of a complex sale your best tactic is to have an agreement that, after the initial meeting, if you move forward, the decision-maker will be at the next meeting.

In the case of multi-level sales (i.e. residential and some commercial real estate), the initial close may be getting the mortgage or credit application.

The sooner you have the decision-maker there the closer you are to moving the process along.

In all meetings you want to remember to ask the pertinent questions and then LISTEN for the information. As you bring prospects and clients into their distress zone they will be revealing the emotions that you need to address. The distress zone is also the place (and time) that their budget becomes bigger and desires become greater.

Remember, when you do sel

Then it would be best to request that person to also attend the meeting.

Making sure that the decision-maker is present as soon as possible will shorten your selling cycle or save you time by ending the cycle.

In the case of a complex sale your best tactic is to have an agreement that, after the initial meeting, if you move forward, the decision-maker will be at the next meeting.

In the case of multi-level sales (i.e. residential and some commercial real estate), the initial close may be getting the mortgage or credit application.

The sooner you have the decision-maker there the closer you are to moving the process along.

In all meetings you want to remember to ask the pertinent questions and then LISTEN for the information. As you bring prospects and clients into their distress zone they will be revealing the emotions that you need to address. The distress zone is also the place (and time) that their budget becomes bigger and desires become greater.

Remember, when you do sel

tting the mortgage or credit application.

The sooner you have the decision-maker there the closer you are to moving the process along.

In all meetings you want to remember to ask the pertinent questions and then LISTEN for the information. As you bring prospects and clients into their distress zone they will be revealing the emotions that you need to address. The distress zone is also the place (and time) that their budget becomes bigger and desires become greater.

Remember, when you do sell, whether it is after the first meeting or the tenth meeting, you must make an agreement to service this client so that they become a “salesperson” for you.

Sell to close the deal and sell to close another seller!