What would you add to this list?

Five Guidelines To Shorten Your Selling Cycle

Follow these guidelines during the first needs analysis meeting with a new sales prospect and watch how quickly you will be able to close the sale during your second meeting.

Guideline #1:

Treat the first meeting as an interview, not a presentation. Remember that you are there to evaluate them to see if they are a good candidate for your product or service.

Guideline #2: 

Be sure to have clear objectives in mind during the first meeting such as (a) build buying motivation, (b) determine who the decision makers are and how decisions are made, (c) what their budget looks like, (d) how they need your product or service customized to fit their needs and, etc.

Guideline #3:

Avoid sharing too much information about your product or service too early in the first meeting. Doing so will force you into value problems and price battles.

Guideline #4:

Do not be tempted to quote your sales prospect prices during your first meeting. Save this important information and other details about the features and benefits of your product or service for the second meeting where you will close the sale.

Guideline #5:

At the end of the first meeting be sure to build expectation with your prospects that you would like a YES or NO buying decision from them at the conclusion of the second meeting. Then be sure to given them everything they need between the first and second meetings so they can make an informed decision.

What else would you add to this list to shorten your selling cycle?

Comment below!