The Master Sales Strategies for Business Funding Pros
When to use it?
After deploying the Utility Close, among other closes, the merchant thinking about it for some time, and the Approval aging.
What does it sound like?
“Due to (insert x circumstances), this Approval may have to be closed out by (insert specific date). What date are you looking to close and fund by?”
Ex.
“Due to recent developing news on rolling lockdowns, this Approval may have to be closed out by 7/30. What date are you looking to close and fund by?”
How it works?
The late Dr. Stephen Covey synthesized the common patterns in the leaders he studied and worked with in his 1989 best-seller, 7 Habits of Highly Effective People.
At the core of his message is the belief that the way we see the world is entirely based on our own perceptions. In order to change any given situation, we must change ourselves. And, in order to change ourselves, we must be able to change our perceptions.
Put simply, in the context of this crisis:
In order to change/improve the state of things during this crisis, we must change/improve ourselves first.
In order to change/improve ourselves, we must change/improve our perceptions.
“The way we see the problem is the problem.”
-Covey
To undergo a paradigm shift and upgrade ourselves fundamentally, we must go beyond the surface level and alter our behavior for the long-term.
This is where the habits (7) come in:
Quick Hits:
What does it sound like?
“I’m not doing anything right now, I haven’t reopened yet.”
Where does it typically 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?
In Zachary Ramirez’ video, Cold Call Basics! What you need to know, he does a great job explaining how to greatly improve the effectiveness of every cold call.
From the first second of the video to the 4 minute mark you can see him deliver the first key takeaway from this talk:
Said another way, know the key objectives you want to achieve with every single call within the Sales Process.
If you know exactly what specific result you are trying to accomplish with every single conversation you have, you will speed up sales cycles, maximize time, get to more deals, and fund more deals.
If you get stuck on tactics but aimlessly talk your way through calls, at best, you will waste time, and at worst you’ll lose deals.
Time kills deals.
“Gathering the application is your utmost goal. It’s not to call them and get rapport or whatever. Those are tactics that help you accomplish your goal.”
-Zach
Know that whatever tactics, steps or tips you execute within a call are only as effective as they are in helping you achieve your key objective for that call in the most efficient way possible.
Zach’s cold call example falls within Sales Phase 1 – The Prospecting Phase. If everything went perfect on this call, you would get an application out and in on that same call.
Know what you’re after. If you know exactly what you are trying to accomplish, every word that comes out of your mouth must be in alignment with accomplishing that goal. Don’t dilly dally.
What if the merchant is not in the market for financing now and you can’t get the application?
The late Dr. Stephen Covey synthesized the common patterns in the leaders he studied and worked with in his 1989 best-seller, 7 Habits of Highly Effective People.
At the core of his message is the belief that the way we see the world is entirely based on our own perceptions. In order to change any given situation, we must change ourselves. And, in order to change ourselves, we must be able to change our perceptions.
Put simply, in the context of this crisis:
In order to change/improve the state of things during this crisis, we must change/improve ourselves first.
In order to change/improve ourselves, we must change/improve our perceptions.
“The way we see the problem is the problem.”
-Covey
To undergo a paradigm shift and upgrade ourselves fundamentally, we must go beyond the surface level and alter our behavior for the long-term.
This is where the habits (7) come in:
4. Think Win-Win
Quick Hits:
In order to establish effective strategic alliances, we must commit to creating Win-Win situations that are mutually beneficial to each party.
To Covey, there are six paradigms of human interaction: