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  1. #1
    Karen37a
    Guest

    The Top Ten Mistakes That People Make In Sales

    If you are new in sales you soon realize that the failure ratio is very high.

    The top 10 Mistakes that people make in sale
    s

    #1) Not realizing that you are not a clerk, customer service representative, computer CRM entry person or relationship manager.

    We are paid to close sales. Find clients, bring them to the table and close. Create Sales goals for yourself and accountability forms if you are independent so you do not get off track. Self-employed people let the month end creep up on them because of all the distractions.

    #2 You are only as Good as your last sale.

    We do not get paid for last months results( except for renewals) and your sales managers and bank account has a short memory

    #3 Failure to build a pipeline.

    Salespeople think they can make calls or face to face introductions and then after a magical period has passed by they no longer have to deal with the drudgery of prospecting to find new clients. They follow the advice of "get rich quick "scam artists selling books, tapes and advice or just salespeople who refuse to follow rule # 1, thinking they can find an alternate solution to putting in the work.Choose the dollar amount( commission) that you want to receive and the total book of business, and work backwards from there in regards to numbers that you need to achieve.

    There are renewals but don't rest on your laurels.

    #4 Counting your chickens (commission) before they hatched

    You cant expect sales to close 100% no matter what. You will be surprised in good ways and in bad ways A sales not a sale until it's Funded in full. Live by the adage some will some won't so what.


    #5 Expecting Top producers, Isos or sales trainer to give their time to you for free.

    People enter a very complicated business with no experience thinking they will wing it, posture or use someone for knowledge until they "figured it out".(As evidenced by many people leaving the industry.) Sales experience is gained not from time, its gained from sales, recruits/new hires and production.

    And this is where sales expertise comes in...for the most important #6-#10, (which really get down to the secret magic sauce)

    Contact Elizabeth Cooper
    Novus Capital Funding
    Email NovusCapitalfunding@gmail dot com

    (**We have Novuscapitalfunding.com email address.'s.I do not want them spammed up)

    For local people, there will be free sales training given @ 970 Lake Carillon Drive Lake Carrilon St Petersburg. Contact us for details.We will set up a conference call for out of state guests.

    Depending on the number of attendees we are located right next to the Hilton Hotel and Carillon Park Nature preserves.

    https://www.yelp.com/biz/carillon-pa...-st-petersburg

    ( I've scared a bird or 2 yelling on my cell phone walking on the ramp. I am kidding everyone says hi. )
    Last edited by Karen37a; 06-13-2018 at 01:14 PM. Reason: edit * dot

  2. #2
    *Don't rest on your Yannys

  3. #3
    Karen37a
    Guest
    Quote Originally Posted by Onepointwhat View Post
    *Don't rest on your Yannys
    Or Dont rest your Yannys on your Laurels.

  4. #4
    Karen37a
    Guest
    https://www.yelp.com/biz_photos/cari...D3pClEsBAk3fgg

    Great picture of the buildings.

    West coast you showing up? There are alligators in the lake, don't push me in.

  5. #5
    Senior Member Reputation points: 198007
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    Quote Originally Posted by Karen37a View Post
    If you are new in sales you soon realize that the failure ratio is very high.

    The top 10 Mistakes that people make in sale
    s

    #1) Not realizing that you are not a clerk, customer service representative, computer CRM entry person or relationship manager.

    We are paid to close sales. Find clients, bring them to the table and close. Create Sales goals for yourself and accountability forms if you are independent so you do not get off track. Self-employed people let the month end creep up on them because of all the distractions.

    #2 You are only as Good as your last sale.

    We do not get paid for last months results( except for renewals) and your sales managers and bank account has a short memory

    #3 Failure to build a pipeline.

    Salespeople think they can make calls or face to face introductions and then after a magical period has passed by they no longer have to deal with the drudgery of prospecting to find new clients. They follow the advice of "get rich quick "scam artists selling books, tapes and advice or just salespeople who refuse to follow rule # 1, thinking they can find an alternate solution to putting in the work.Choose the dollar amount( commission) that you want to receive and the total book of business, and work backwards from there in regards to numbers that you need to achieve.

    There are renewals but don't rest on your laurels.

    #4 Counting your chickens (commission) before they hatched

    You cant expect sales to close 100% no matter what. You will be surprised in good ways and in bad ways A sales not a sale until it's Funded in full. Live by the adage some will some won't so what.


    #5 Expecting Top producers, Isos or sales trainer to give their time to you for free.

    People enter a very complicated business with no experience thinking they will wing it, posture or use someone for knowledge until they "figured it out".(As evidenced by many people leaving the industry.) Sales experience is gained not from time, its gained from sales, recruits/new hires and production.

    And this is where sales expertise comes in...for the most important #6-#10, (which really get down to the secret magic sauce)

    Contact Elizabeth Cooper
    Novus Capital Funding
    Email NovusCapitalfunding@gmail.com

    (**We have Novuscapitalfunding.com email address.'s.I do not want them spammed up)

    For local people, there will be free sales training given @ 970 Lake Carillon Drive Lake Carrilon St Petersburg. Contact us for details.We will set up a conference call for out of state guests.

    Depending on the number of attendees we are located right next to the Hilton Hotel and Carillon Park Nature preserves.

    https://www.yelp.com/biz/carillon-pa...-st-petersburg

    ( I've scared a bird or 2 yelling on my cell phone walking on the ramp. I am kidding everyone says hi. )
    Top 10 mistakes... not knowing how to count to 10... you only posted 5.

    But I'll play your game anyway - here's #11 - Spending all day on Dailyfunder.com replying to yourself.

  6. #6
    Karen37a
    Guest
    Quote Originally Posted by Nunya View Post
    Top 10 mistakes... not knowing how to count to 10... you only posted 5.

    But I'll play your game anyway - here's #11 - Spending all day on Dailyfunder.com replying to yourself.

    Please don't be the next person who trails my comments being negative

    That's the 15th negative comment towards me.

    Hit the ignore button if you do not like me

  7. #7
    Senior Member Reputation points: 44171
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    Karen, I live in florida and would love to attend. Please PM info

  8. #8
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    Quote Originally Posted by Nunya View Post
    Top 10 mistakes... not knowing how to count to 10... you only posted 5.

    But I'll play your game anyway - here's #11 - Spending all day on Dailyfunder.com replying to yourself.
    Can I bring my kayak?
    Amanda Kingsley
    DailyFunder: WhoisKingsley
    This is me. https://www.facebook.com/whoiskingsley
    I am Here too. https://www.facebook.com/groups/TheClosersGroup

    Always Live and Lead with Integrity.

  9. #9
    Karen37a
    Guest
    Quote Originally Posted by WhoisKingsley View Post
    Can I bring my kayak?
    Bring yourself and your expertise...call me

  10. #10
    Senior Member Reputation points: 198007
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    Quote Originally Posted by Karen37a View Post

    That's the 15th negative comment towards me.
    You sure? This thread is evidence that your counting skills are a little light.

    All that aside, I call it like I see it... I have no feelings (positive or negative) for or against you or anyone else on DF.

  11. #11
    Karen37a
    Guest
    Quote Originally Posted by Nunya View Post
    You sure? This thread is evidence that your counting skills are a little light.

    All that aside, I call it like I see it... I have no feelings (positive or negative) for or against you or anyone else on DF.
    Nunya not to embarrass you.

    the IDEA is to give 5 tips and they have to email for the rest( which is why I said this is where the sales expertise comes in.. I knew it would go over some *peoples head)

    And this is where sales expertise comes in...for the most important #6-#10, (which really get down to the secret magic sauce)

    Contact Elizabeth Cooper
    Novus Capital Funding
    Email NovusCapitalfunding@gmail dot com

  12. #12
    Karen37a
    Guest
    *Almost All Winners are Made not born
    Last edited by Karen37a; 06-13-2018 at 06:33 PM. Reason: add*

  13. #13
    Banned Reputation points: 661
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    1186 Denver Avenue Temecula, CA, 92592 United States.
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    Even though one must never count their chickens until they hatch, one must possess an insurmountable level of confidence.
    Lack of it may cause a significant drop in a marketer's ability to close more sales.

  14. #14
    Senior Member Reputation points: 99426
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    Here are my top 4 mistakes that MCA salespeople make:

    #1. Failure to build rapport - If you act like an order taker, then you'll be treated like an order taker. Order takers are the ones that are taken by surprise when they get backdoored. Learn what makes your merchant tick. Connect with him on a personal level. People buy from salespeople they like so part of the job is being likable.

    #2. Failure to get the story - One of the most important questions a salesperson should ask upfront is "What will the funds be used for?" This will drive the rest of the conversation and provide the ammunition you need to successfully pitch the numbers. Find out your merchant's goals and dreams. Ask questions that show you have a genuine interest in his business. What are his profit margins? What are his short/long-term goals? How will an MCA help his business? Let him talk.

    #3 Failure to understand MCA math - MCAs are very expensive. We know that and merchants know that. Once a salesperson receives an approval, his goal is to present the numbers in a way to the merchant to minimize sticker shock. Focus on the benefits that the funds will provide. Break down the cost of funds into a daily number. It's more palatable to say the funds will cost $25 per day, instead of saying it will cost $3,000 over six months. Compare the cost with the expected value of the MCA. "Mr. Merchant, you told me that this advance would increase your revenue by about 10%. If we look at your monthly revenue, this means you'll make an additional $1,500 per month, or $75 per day. Now if you substract the daily cost of my advance ($25), you're left with an extra $50 per day. This is clearly a win-win situation for you!"

    #4 Failure to keep the momentum going - Closing an MCA is very time critical. If you take your foot off the gas, merchants will have second thoughts and go dark. Maintain the full court press at all times. Don't do anything that will stop the momentum. Newton said an object in motion stays in motion until an external force acts upon it. Once the deal grinds to a halt, it will take twice as much effort and energy to get it moving again. That means use Docusign, get the docs while you're still on the phone, do everything to keep the deal flowing to the finish line. Don't let him "take a weekend to think it over" or "talk to his accountant." This usually means you won't hear from him again. Take care of all the objections upfront, stay positive and upbeat and sprint to the finish line!
    Last edited by MCNetwork; 06-14-2018 at 09:34 AM.
    Archie Bengzon
    Jumpstart Capital
    archie@jumpstartcapital.biz
    www.jumpstartcapital.biz

  15. #15
    Karen37a
    Guest
    Quote Originally Posted by MCNetwork View Post
    Here are my top 3 mistakes that MCA salespeople make:

    #1. Failure to build rapport - If you act like an order taker, then you'll be treated like an order taker. Order takers are the ones that are taken by surprise when they get backdoored. Learn what makes your merchant tick. Connect with him on a personal level. People buy from salespeople they like so part of the job is being likable.

    #2. Failure to get the story - One of the most important questions a salesperson should ask upfront is "What will the funds be used for?" This will drive the rest of the conversation and provide the ammunition you need to successfully pitch the numbers. Find out your merchant's goals and dreams. Ask questions that show you have a genuine interest in his business. What are his profit margins? What are his short/long-term goals? How will an MCA help his business? Let him talk.

    #3 Failure to understand MCA math - MCAs are very expensive. We know that and merchants know that. Once a salesperson receives an approval, his goal is to present the numbers in a way to the merchant to minimize sticker shock. Focus on the benefits that the funds will provide. Break down the cost of funds into a daily number. It's more palatable to say the funds will cost $25 per day, instead of saying it will cost $3,000 over six months. Compare the cost with the expected value of the MCA. "Mr. Merchant, you told me that this advance would increase your revenue by about 10%. If we look at your monthly revenue, this means you'll make an additional $1,500 per month, or $75 per day. Now if you substract the daily cost of my advance ($25), you're left with an extra $50 per day. This is clearly a win-win situation for you!"

    This is great

    # 2 is most useful "what are you using the money for" inventory = casino ( kidding )

    It does help to be specific to see if its a "want" or a "need" and if whatever project they have is worth it to them ( paying higer costs)


    Ive seen alot of new people go thru the motions of evading the cost to be told NO, hung up on and never spoke to again after they see the contract

  16. #16
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    Added a fourth reason
    Archie Bengzon
    Jumpstart Capital
    archie@jumpstartcapital.biz
    www.jumpstartcapital.biz

  17. #17
    Senior Member Reputation points: 503040
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    Biggest mistake is going to Florida:


    Florida man charged after asking deputies to test meth's quality

    PALATKA, Fla. (AP) — Authorities say a Florida man was arrested after complaining to deputies that he might have been sold the wrong drug. ....

    Deputies say Kelly called the sheriff's office earlier Tuesday and explained that he had bought some meth about a week earlier. He said he had a bad reaction after smoking the drug and asked if deputies could test the narcotic's quality.

    At a detective's invitation, Kelly drove to the sheriff's office and handed over a clear, crystal-like substance wrapped in aluminum foil. Authorities say it field-tested positive for methamphetamine, and Kelly was arrested.

    https://www.wptv.com/news/state/flor...-meths-quality

    Karen, what is wrong with you people?

  18. #18
    Karen37a
    Guest
    Quote Originally Posted by MCNetwork View Post
    Added a fourth reason
    I agree.. when I am playing on the DF and logging on and off, I have a few files in motion I stop doing anything else but closing the files( and watching screens)...the phone becomes like a walkie talkie between myself and the merchant(s)

    ( I brought my laptop to a restaurant on my boyfriends birthday and dashed into the parking lot to send and collect stips for the final close , had it on a boat etc ha)

    __

    # 6 Have a Burning desire to sucessed , against all odds...to want to be somebody special ( special means different things to different people)
    t
    To want to be the Top 5% or Top 1 % and be proud of your accomplishments



    Certain Ceos and top producers exemplify this; which is why they are looked up to by so many

  19. #19
    Senior Member Reputation points: 50583
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    https://youtu.be/ZYb_8MM1tGQ

    10 Broker Commandments? lol... oh it's comin
    Amanda Kingsley
    DailyFunder: WhoisKingsley
    This is me. https://www.facebook.com/whoiskingsley
    I am Here too. https://www.facebook.com/groups/TheClosersGroup

    Always Live and Lead with Integrity.

  20. #20
    Karen37a
    Guest
    Quote Originally Posted by WhoisKingsley View Post
    https://youtu.be/ZYb_8MM1tGQ

    10 Broker Commandments? lol... oh it's comin
    Not "commandments" because its blasphemy.

    But these rules have been in place in sales for all industries and products. The sales process, selling system, the motivational system is still the same.


    ( which is why certain brokers gravitate towards each other, they came from the same systems or believe in them)

  21. #21
    Karen37a
    Guest
    Oh she pulled me in

    Thou shall not backdoor LOL

    Thou shall not befriend debt relief

  22. #22
    Senior Member Reputation points: 50583
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    Quote Originally Posted by Karen37a View Post
    Not "commandments" because its blasphemy.

    But these rules have been in place in sales for all industries and products. The sales process, selling system, the motivational system is still the same.


    ( which is why certain brokers gravitate towards each other, they came from the same systems or believe in them)
    KAREN... the song karen. the song.
    Amanda Kingsley
    DailyFunder: WhoisKingsley
    This is me. https://www.facebook.com/whoiskingsley
    I am Here too. https://www.facebook.com/groups/TheClosersGroup

    Always Live and Lead with Integrity.

  23. #23
    Karen37a
    Guest
    Quote Originally Posted by WhoisKingsley View Post
    KAREN... the song karen. the song.
    oh lol

    I was thinking Thou shall not spend 10k commission in 2 days then harass your Iso for a draw

  24. #24
    Veteran Reputation points: 157541 J.Celifarco's Avatar
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    Quote Originally Posted by MCNetwork View Post
    Here are my top 4 mistakes that MCA salespeople make:

    #1. Failure to build rapport - If you act like an order taker, then you'll be treated like an order taker. Order takers are the ones that are taken by surprise when they get backdoored. Learn what makes your merchant tick. Connect with him on a personal level. People buy from salespeople they like so part of the job is being likable.

    #2. Failure to get the story - One of the most important questions a salesperson should ask upfront is "What will the funds be used for?" This will drive the rest of the conversation and provide the ammunition you need to successfully pitch the numbers. Find out your merchant's goals and dreams. Ask questions that show you have a genuine interest in his business. What are his profit margins? What are his short/long-term goals? How will an MCA help his business? Let him talk.

    #3 Failure to understand MCA math - MCAs are very expensive. We know that and merchants know that. Once a salesperson receives an approval, his goal is to present the numbers in a way to the merchant to minimize sticker shock. Focus on the benefits that the funds will provide. Break down the cost of funds into a daily number. It's more palatable to say the funds will cost $25 per day, instead of saying it will cost $3,000 over six months. Compare the cost with the expected value of the MCA. "Mr. Merchant, you told me that this advance would increase your revenue by about 10%. If we look at your monthly revenue, this means you'll make an additional $1,500 per month, or $75 per day. Now if you substract the daily cost of my advance ($25), you're left with an extra $50 per day. This is clearly a win-win situation for you!"

    #4 Failure to keep the momentum going - Closing an MCA is very time critical. If you take your foot off the gas, merchants will have second thoughts and go dark. Maintain the full court press at all times. Don't do anything that will stop the momentum. Newton said an object in motion stays in motion until an external force acts upon it. Once the deal grinds to a halt, it will take twice as much effort and energy to get it moving again. That means use Docusign, get the docs while you're still on the phone, do everything to keep the deal flowing to the finish line. Don't let him "take a weekend to think it over" or "talk to his accountant." This usually means you won't hear from him again. Take care of all the objections upfront, stay positive and upbeat and sprint to the finish line!
    could not agree more with all of this. There are many different ways to accomplish each of these things and every closer does it different. The one thing I can promise you though is anyone who is successful in this business understands these concepts and has their own way of doing them.

    One thing I will add to this is the importance of a closer finding his or her own voice. I have worked with people that I consider some of the best closers in this industry over the years and if you heard each of them pitch a deal you would think they were all selling different things. Once you understand the industry, the product and the pitch, the next step is finding the right words that fit you to make you the best closer possible. Scripts are good to start but if you cant tailor the pitch to fit your personality you will never succeed.

    SO I GUESS THE MISTAKE IS BEING SCARED TO GO OFF SCRIPT
    Last edited by J.Celifarco; 06-14-2018 at 10:18 AM.
    John Celifarco
    Managing Partner
    Horizon Funding Group

    3423 Ave S
    Brooklyn, NY 11234
    T: (347) 773-3990 | F: (718) 795-1990
    Linkedin: Profile
    Email: john@horizonfundinggroup.com

  25. #25
    Karen37a
    Guest
    Here is a better Biggie song
    More money more problems

    https://www.youtube.com/watch?v=yYzrSGRzttk

    I'm the D to the A to the D-D-Y
    Know you'd rather see me die than to see me fly
    I call all the shots
    Rip all the spots, rock all the rocks, cop all the drops
    I know you thinking now when all the balling stops

    N never home, gotta call me on the yacht
    10 years from now we'll still be on top
    I thought I told you that we won't stop
    ___
    Step on stage, the girls boo too much
    I guess it's 'cause you run with lame dudes too much
    Me lose my touch? Never that!
    If I did, ain't no problem to get with that

    Where the true players at? Throw your Rollies in the sky
    Wave 'em side to side and keep your hands high


    ** Everyone have a productive day***
    Last edited by Karen37a; 06-14-2018 at 10:29 AM.

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