Shorten The Marketing Cycle By Finding The Decision Maker As Well As The Prospect's Budget

All Marketing meetings fall into two categories, a one-call Gourmet Coffee 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 prospects budget and Fine Coffee the person is who ultimately decides if 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 Marketing process simply to find student loan consolidation services that their budget is only twenty-five percent of your product or service sells mortgages for people with bad credit 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 prospects budget before the meeting so that you know if or not to continue. If the party doesnt 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 its the party who will be attending the meeting then youre 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 Marketing (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 sell, if it is after the first meeting or the tenth meeting, you must make an agreement to service that client so that they become a salesperson for you.

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

Dan Goldberg, MBA, is President of Dan Goldberg Consulting L.L.C. a training, coaching and investment development firm located in the Philadelphia, PA area. He is the founder and former owner of "For Eyes" the highly successful international optical business and an internationally recognized keynote speaker. Dan is the author of the book "Stand Back A Second, Just don't fall off the edge," and of "The Six Steps To Solid Marketing Success" and "The Seven Elements Of Successful Management" plans. He is Executive-In-Residence at Kutztown University and has been the subject of stories in Newsweek, investment Week, Playboy, Successful investment, Investors investment Daily, major newspapers in New York, Philadelphia, Washington, D.C., Boston, Baltimore, Miami, San Francisco, Oakland, St. Louis, Chicago, Los Angeles and many other national and local publications. In addition, Dan has appeared on Good Morning America and other national and local television and radio plans. You can contact him at mortgage ccj href="mailto:dg@dangoldberg.comdg@dangoldberg.com, visit his internet at www.dangoldberg.comwww.dangoldberg.com or reach him at (215) 233-5352