The Master Sales Strategies for Business Funding Pros
When to use it?
Before deploying the Utility Close or even presenting terms, first question asked when pitching Approval.
What does it sound like?
“With funding in place, what date are you looking to start your project (Key Business Outcome)?”
Specific Ex.
“With funding in place, what date are you looking to buy that inventory?”
How it works?
I’m a bit leary of the word success, it makes me a bit queasy now when I see it written. What it represents is great, but as a word, it has been overused and abused over the years. This abuse has watered it down – it has been so broadly used that it really means nothing on most cases.
Success in what specifically?
Successful at what specifically?
We’ve all stumbled onto and been hooked into one of those articles that hang around the home page of a search engine that reads a headline like “10 tips for success.”
When we click on it and start digging in, one tip will read something like “make sure to eat a banana first thing in the morning” and another will go “always listen to your heart,” and yet another: “cornstarch your slacks.”
Great.
These are really relevant, actionable and will truly help me achieve the results I’m after.
Results are specific.
You’re either about making Results happen, or you’re everyone else.
Funding Pros must be Results-focused.
The legend, J. Gittomer spells out his tenets for success in sales. For Funding Pros, these are the tenets to follow to achieve superior Results:
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?