“The impediment to action advances action. What stands in the way becomes the way.”
– Marcus Aurelius
Sales is a high rejection game, and hearing “no” at every step of the Sales Process is just part of this game.
Why Is There A Fly In My Urinal? – The Time Target Technique
A key mistake sales reps make when sending an application or contract out, is failing to set up a Response Channel between them and merchants.
Because of this most sales reps will send an app or contract and then experience a waiting game that, at best lengthens sales cycles, and at worst, kills them completely.
Time Kills Deals!
What is the Response Channel?
Field Of Play – The Sales Process Part III
Victory (Before Stepping Foot In The Arena)
Sun Tzu say, “Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win”
Translation: Fund Szu say, “Victorious Funding Pros win first and then sell, while defeated Funding Pros try to sell first and then seek to win.”
The Utility Close – What It Is, How It Works, and Why It Works
What does it sound like?
“Can you put this (Funding Product) to work?”
How it works?
After describing the terms of the approval (features of the product), and how it helps the merchant (Business Pro) achieve their goal/project, you must make the ask.
The ask you are making is not in if they want the contracts, or to pursue next steps. These take no skin in the game from the Prospect. Your aim is to elicit the most important buy signal: Utilization Intent.