“Will you be sending the docs soon?”
This weak question has been thrown around a lot by reps waiting on paperwork from merchants.
These are all crucial tools we need to move merchants through the Sales Process and FUND.
To get merchants what they want, Funding Pros must to get docs completed and submitted at various points of the Sales Process to get the job done. These are not optional requests.
We should not carry ourselves meekly as if these are optional requests unless we want lose influence over our merchants and lose control of the sales cycle.
“Will you be sending the contract back soon?”
When this question is used, the rep’s intention is typically to get the signed contract in as soon as possible.
Unfortunately, the intention and execution don’t line up here.
This question is being asked from the Inferior Posture.
The Inferior Posture is an excellent stance to take when asking questions about the business, goals, timelines etc. in prequalification. It is a terrible stance to take when making doc requests because you are no longer leading.
If you’ve gotten to the point where you can now make a doc request, for an app, contracts, financials, etc. – it is because you have already prompted a buy signal from the merchant.
The ball is back in your court, and now it’s time to slide into the Superior Posture to send the ball back. If this is done weakly, with weak questions, you are going to slow the sales cycle down at best. At worst, you will lose control over it and the deal will die.
Time kills deals!
The language and tone of this question presupposes the merchant is not totally onboard yet.
Pull the merchant in closer with a respectful but assumptive tone. You’ve read their buy signals, now make your request firmly to keep driving the ball down the field.
“Please send back the signed contract before 1:00pm EST so that we can process your funding suitably.”
Lead your merchant. Drive urgency and strongly make SPECIFC requests with Time Targets to set up tight Response Channels and speed up your sales cycle.
Always Be Funding