The Master Sales Strategies for Business Funding Pros
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.
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.
“You want what? Are you crazy?!!”
We’ve all thought it or said it out loud at one point or another. Maybe mute was on, maybe you said it to the merchant directly.
Occasionally (all the time), ridiculous requests are made by merchants on funding terms and features.
“I want 25 basis points below prime.”
“I want a 50 year term.”
“I want to get the funding, but start the payments after 15 months.”