The Master Sales Strategies for Business Funding Pros
Setbacks and obstacles are a constant in the Sales Process.
It is a must to continually inoculate yourself against and overcome adversity.
Maybe a deal is stalling.
Maybe your pipeline is trending towards a place you’re not happy with.
Maybe it felt like a fruitless day.
When to use it?
In response to an objection the merchant has about a specific feature of the Approval terms.
What does it sound like?
Merchant: “Can we get this (insert terms feature) changed?”
Funding Pro: “If I can get this (terms feature) item handled, are you ready to move forward today?”
Ex.
“Can we get this origination fee reduced?”
“If I can get this origination fee item handled, are you ready to move forward today?”
What does it sound like?
“I’m busy right now, can’t talk!”
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?
Recap:
Closers of have the Gift.
To fund we must close.
To close we must sell.
To sell we must influence.
To Influence we must Communicate effectively.
And to communicate effectively, we turn to Dr. Albert Mehrabian’s research that found:
So:
Todd over at deBanked has written another great article. Among other great nuggets was a video of a couple executives doing some sales role playing.
Great video, watch the whole thing when you get a chance. One of the executives, Josh, shrewdly tests the other with the “what’s the rate?” question to try to stump him.
Merchants love to bottom line callers with this question to save time and weed out who they will and won’t speak to.
We all know we can’t give someone their rates before the file is underwritten, but the question gets asked nonetheless – and we must answer it effectively to win business consistently.