The Receiving End of Sirens

All sales meeting fall into two categories, a one call close or a more than one call close.Closing can be in steps. You can close by agreeing to go to the next step, or you can close the first time and leave with the sale.Either way there are certain key elements that go into closing.Knowing a client or a prospect’s budget and the person 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 budget has been set aside 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 what your product or servic appesat e sells for. When the disparity is that great, it may be best to say goodbye and move on. However, if the prospect’s distress/need level is so high that the gap can be closed, then you know that you have a real opportunity to close a sale.In a non-complex sale, it’s best to find out your prospect’s budget before the meeting. Once you have that information you can decide whether or not to continue with the process. If the party doesn’t know their budget, initially tell them that will one of the questions on your meeting agenda, and if they could have a figure or a range before the meeting you would appreciate it.The next item of business is to make sure 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.