FundingStrat

 

One day, King Solomon decided to test and humble his most trusted minister.  He said to him, “there is a certain ring that I want you to bring to me.  I wish to wear it for the great festival in six months, you have these many months to find it.

 

“If it exists anywhere on earth, your majesty,” replied the minister, “I will find it and bring it to you, but what makes the ring so special?”

 

“It has magic powers,” answered the king.  “If a happy man looks upon it, he becomes sad, and if a sad man looks at it, he becomes happy.”  Solomon knew that no such ring existed in the world, but he wished to give his minister a little taste of humility.

 

Spring passed and then summer, and still the minister had no idea where he could find the ring.  On the night before the great festival, he decided to take a walk in one of the poorest quarters of Jerusalem.  He passed by a merchant who had begun to set out the day’s wares on a shabby carpet.

 

“Have you by any chance heard of a magic ring that makes the happy wearer forget his joy and the broken-hearted wearer forget his sorrows?” asked the minister.

 

He watched the old merchant take a plain gold ring from his carpet and engrave something on it.  When the minister read the words on the ring, his face broke out in a wide smile.

 

That night, the entire city welcomed the holiday with great festivity.  “Well, my friend,” said Solomon, “have you found what I sent you after?”  All the other ministers laughed and Solomon himself smiled.

 

To everyone’s surprise, the minister held up a small gold ring and declared, “Here it is, your majesty!”  As soon as Solomon read the inscription, the smile vanished from his face.  What he found written on this ring were the words: “This too shall pass.”

 

And so, in that moment, Solomon was reminded by the ring’s inscription that life and all of the material things in it are always changing, fleeting at times.  But also, he came to continue to wear the ring, and in challenging times he would look down and be reminded that even these difficult times would not be so forever.

 

Change continually proves to be the only constant in the universe.

 

TTSP

 

Hope everyone is well and healthy.  Please take good care of your loved ones through this time and stay safe.

 

 

-FundingStrategist

https://fundingstrat.com

 

 

 

According to M. Wayshak’s 2019 research study, only 24% of B2B sales agents met or exceeded their quota the year prior.

 

That is to say that only 24% of sales reps hit their performance targets.

 

24% of sales reps actually achieved their goals.

 

So 76% of B2B sales agents did not hit or exceed their quotas, did not hit their performance targets, and did not achieve their goals.

 

What are the top performers doing that is allowing them to produce superior Results?

Keep on Reading!

 

What does it sound like?

 

“I need to speak to my accountant about this.”

 

Where does it typically tend to show up?

 

Closing Call: selling an Approval to a merchant.

 

What do we do with it?

 

Turn around.  Key Objective: to turn around the objection, engage the prospect further, and continue to guide through the sales process to ultimately close and fund!

 

How do we turn it around?

Keep on Reading!

 

What is FAINT?

 

RAIN Group’s president, Mike Schultz, created FAINT in response to the inadequacy of BANT in many sales cases.  As a sales qualification framework, it is designed for selling in situations where prospects don’t have true set aside budgets for your solution.

 

Much like ANUM’s creator, Ken Krogue, Mike felt BANT’s prioritization of the B for Budget put the cart before the horse for many prospective buyers, because many do not have predetermined budgets set aside for your solution – many buyers don’t even know your solution exists and can help them reach new heights.

 

But just because they have not set aside a true budget the way they see it does not mean they do not have the funds for your solution – cash flow.

 

FAINT stands for:

Keep on Reading!

 

Ask a friend of yours to hold a hand out in front of their body.

 

Then, you make a fist and hold it out in front of yours.  Start to push your fist against against their hand and what you’ll find is that your friend will start to push back (without being instructed to).

 

The pushback is an unconscious reaction everyone kicks on to just defend their center of balance (and not lose ground).

 

This is a friend!  This is someone you have great rapport with already, someone who knows you personally – and still pushback.

 

When we perceive we are being pushed, we will often push back unconsciously just to defend the ground we stand on.

 

Merchants will undoubtedly do the same.

Keep on Reading!