The Master Sales Strategies for Business Funding Pros
What does it sound like?
“I don’t need anything right now, call in me in 2 weeks.”
Where does it typically tend to show up?
Prospecting Call: making contact with a lead for the first time.
What do we do with it?
Turn around. Key Objective: to turn around the objection, engage the lead further, and continue to guide the lead through the sales process to ultimately close and fund!
How do we turn it around?
Now that 2019 and the decade is coming to a close, here are this year’s Top Posts:
The Alternative Close – What it is, How it works, and Why it works
A valuable close to get deals done.
The Suggestive Close – What it is, How it works, and Why it works
Another close for your arsenal. ABC.
One of the most common questions Funding Pros routinely field.
A far too-common verbal misstep that slows down sales cycles.
Deconstructing the Gift of the Gab
What is the gift of salesmanship, really?
If you missed 2018’s here they are!
Wishing everyone a happy and healthy New Year!!
-FundingStrategist
https://fundingstrat.com
Our friend, R. Dawson, finds himself outside a hotel resort and stops to watch a charcoal sketch artist.
The artist doesn’t have the price posted, so Dawson asks him how much he charges, and the artist responds that its $15.
That doesn’t appear to shock Dawson, so the artist’s next words are, “And $5 extra for color.” Dawson still doesn’t appear to be shocked so the artist continues, “and we have shipping cartons too. You’ll need one of these, too.”
What happened here?
The artist watched for a reaction after every proposal, and based on what he saw (and heard), decided to continue to upsell and get more out of the deal.
So, what?
Small business owners are continually negotiating with the vendors in their ecosystem, why would it be any different with you?
Many of them, being seasoned negotiators, understand the key principle:
Always flinch – react with shock and surprise – at the other side’s proposals.
Why?
What is ANUM?
ANUM was a sales qualification framework developed by Ken Krogue in 2012 at InsideSales in response to new developments rising from the use of the age-tested BANT framework initially created at IBM in the 1960’s.
After the economic crash of 2008 and the internet/social media driving more relevant information and education into buyers’ hands – many sales reps started to receive feedback from their prospects that BANT may have been putting the cart before the horse and making buyers feel “pressured.”
Some even equating prioritizing the B for Budget first to asking the prospect for his/her W2 on the first date. Usually doesn’t go over well.
ANUM aims to reprioritize key talking points to drive a more effective sales conversation.
ANUM stands for:
Authority – Is the lead the decision-maker for purchasing your product or service?
Need – What are the lead’s needs and can your product or service can solve/meet them?
Urgency – Is this lead going to make up their mind soon, or will it be a drawn-out process?
Money – Do they have the money to buy your product or service?
Here are examples of ANUM questions that have routinely been used:
Recap:
On our Sales Process map, if each Stage is a mile marker on the highway to Funding, the roadways in between the markers are the Phases.
Here are all the Phases:
Each one of these Phases has specific steps to complete to get to the next Stage, and there are Key Steps to take in each Stage to accelerate your sales cycles and closings.
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