When to use it?
(Going into Spring 2021.). When receiving an indecisive response to the Assumptive Utility Close where the merchant is trying to figure out what they’re going to say next:
“Uh, I don’t…know, um…”
What does it sound like?
“Well, once this funds, what are you planning for the fully reopened economy?”
How it works?
With vaccinations on the rise and case counts and deaths thankfully on the decline, the economy looks to be well on its way to fully reopening across all 50 states.
The bond market is pricing in more inflation and a red-hot economy that is driven by pent-up demand and stimulus. We’ll see what the Q4’20 GDP print ends up being shortly, but it finally looks like the light at the end of the tunnel for many small businesses is within reach.
You’ve already qualified the merchant before you were able to get their file submitted and approved. You know what project they’re looking to fund, what objective they’re trying to achieve with your help. But maybe they haven’t shared with you what they’re envisioning after the economy fully reopens.
The truth is, they probably haven’t been able to give themselves the time to fully think it through themselves.
This question serves the merchant by getting them focused on possibility and opportunity.
When there is indecisiveness and hesitation that is is making the merchant linger on the phone for a few awkward seconds, cut in with a strategic question that can help reframe how they’re thinking about this decision.
Why it works?