[FundingStrategist]

When to use it?

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In response to an objection the merchant has about a specific feature of the Approval terms.

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What does it sound like?

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Merchant:“Can we get this (insert terms feature) changed?”

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Funding Pro:“If I can get this (terms feature) item handled, are you ready to move forward today?”

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Ex.

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“Can we get this origination fee reduced?”

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“If I can get this origination fee item handled, are you ready to move forward today?”



How it works?

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

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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 goes on…

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These objections (preferences/needs) must be isolated and handled to get the merchant the best fit for their*Key Business Outcome, and move them forward through the Sales Process and Fund.

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Once you’ve done a great job isolating what really matters to the merchant, what is truly a need (and not just a preference), expect the merchant to make the ask.

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They are going to make the ask!

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They will want you/Underwriting to make the concession.

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Before you agree you do it, or go to bat for them – you must pull them in tighter with your own ask.* This is a great opportunity.

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Make the ask!!

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“If I can get this origination fee item handled, are you ready to move forward today?”

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Why it works?

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Everything you say and do within the*Sales Process is to purposefully shorten the sales cycle and lead the merchant to Funding in the most efficient way possible.

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Expect there will be objections and requests for concessions and exceptions on the path to that FUNDED notice.

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If you sit back and field these requests without a mechanism to pull the merchant in tighter, you could lose precious time being shopped and haggled bare, AND lose the deal!

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The*Sharp Angle Close allows you to ask for a tradeoff in response to the merchant’s request.

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This strategic question gives you the opportunity to hear the verbal and nonverbal cues in the merchant’s response.

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If you get a yes without hesitation, more often than not, you are close to sealing the deal (although you will have practiced negotiators who can head fake you as well).

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If you get hesitation or a flat out no, there are more concerns to flesh out before moving to get this concession done for them.

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This close will give a great indication on whether the merchant is serious at this present time or not – where you both really are in the Sales Process.

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To get to where you ultimately want to go, you constantly need to know where you really are against that destination.

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Put the Sharp Angle Close to work and Fund On!

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-FundingStrategist

https://fundingstrat.com

*
https://fundingstrat.com/the-sharp-a...-why-it-works/

[Shorebird]

Thanks for this!

[FundingStrategist]

Thanks for this!

You've got it!


-FundingStrategist

https://fundingstrat.com

[Sachip24]

solid info. Always enjoy getting your closing strategies emails.

[FundingStrategist]

solid info. Always enjoy getting your closing strategies emails.

Thank you, appreciate it!


-FundingStrategist

https://fundingstrat.com