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FundingStrategist
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Last Activity: 02-12-2020, 07:57 AM
Joined: 08-01-2018
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  • FundingStrategist
    started a topic The Tenets of Success (RESULTS)

    The Tenets of Success (RESULTS)

    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...
      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 ab…
    See more | Go to post

  • Objection!! "Call me in 2 weeks"

    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?



    “Yes, definitely. If I may ask, what's in 2 weeks?”



    Why do we say it?



    This is a common objection merchants will hurl at Funding Pros to brush them off the phone, but it’s also typically a buy signal that can tell us a lot about this merchant and their behavior.



    If we were to agree to call in 2 weeks, even set up a date...
      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 …
    See more | Go to post

  • FundingStrategist
    started a topic Flinching Forward

    Flinching Forward

    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...
      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 charg…
    See more | Go to post

  • FundingStrategist
    started a topic Quality Qualification: ANUM

    Quality Qualification: ANUM

    What is ANUM?



    ANUM was a sales qualification framework developed by Ken Krogue in 2012 at InsideSales in response to new developments rising from the use of the age-tested BANT framework initially created at IBM in the 1960's.



    After the economic crash of 2008 and the internet/social media driving more relevant information and education into buyers' hands - many sales reps started to receive feedback from their prospects that BANT may have been putting the cart before the horse and making buyers feel "pressured."



    Some even equating prioritizing the B for Budget first to asking the prospect for his/her W2 on the first date. Usually doesn't go over well.



    ANUM aims to reprioritize key talking points to drive a more effective sales conversation.



    ANUM stands for:



    Authority - Is the lead the decision-maker for purchasing...
      What is ANUM?   ANUM was a sales qualification framework developed by Ken Krogue in 2012 at InsideSales in response to new developments rising from the use of the age-tested BANT framew…
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