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FundingStrategist
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Last Activity: 05-15-2019, 08:26 AM
Joined: 08-01-2018
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  • Titan Mind - Disciplined Perception

    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.



    How we respond to an obstacle in the moment, will define the results we produce - to turn things around, move forward, or even capitalize on an opportunity we hadn't even seen before.



    How we respond in the moment is foundationally dependent on our perception of what is going on at that time.



    Perceptionis the filter we use to understand and give meaning to the events that are occurring around us.



    Events objectively are neither good nor bad. It is our perception that label them so.



    ...
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  • The Sharp Angle Close - What It Is, How It Works, and Why It Works

    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?”



    How it works?



    After describing terms and using the Utility Close, the merchant will often start nitpicking at certain features of the product terms.



    Maybe they want a longer term, a lower rate, a higher amount, a lower payment, prepay discounts, a different payment schedule, no origination fee, the list...
      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 …
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  • FundingStrategist
    started a topic Objection!! "I'm Busy"

    Objection!! "I'm Busy"

    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?



    “Got it, what is a better time today to talk?”



    Why do we say it?



    As merchants are objecting to speak with you (brushing you off) with this one, they are in the process of shutting the door on you, figuratively and sometimes literally.



    You need to quickly (and respectfully) stick your foot in the doorway to leave a crack to speak through.
    ...
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  • Deconstructing The Gift Of The Gab - Part II

    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:
    • 7%of way people interpret a message communicated would be determined by the words spoken.
    • 38%of the way people interpret a message communicated would be determined by the way the words were spoken.
    • 55%of the way people interpret a message communicated would be determined by the facial expression and other body language gestures/cues used while speaking the words.



    So:





    According to these studies, communication (influence) is 93% nonverbal– mostly attributed to how we are using our voice and our bodies (vocal and visual).
    ...
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