Closing Tips & Tecniques - UberFunds.Com
UberFunds.Com Closing Tips & Techniques
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What a Client Must Feel to Close a Sale
They need to feel that they are not being taken advantage of
Nor are they compromising their intelligence
They need to feel in charge of their decision and feel good that they made the right decision
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What you need to accomplish
You must convince the merchant that accepting one of our programs will provide more benefit than actual cost
Focus the customer on the positive effect that will result from having additional working capital at their disposal
Once they are convinced of this, they will execute contracts and move forward to benefit their business
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Tips to Expedite Closing
When meeting with a prospect, have paperwork out on the table from early in the conversation
Once you feel that the merchant is comfortable start filling out the paperwork with the basic information
Begin asking the merchant questions to fill the Administrative Form
If he responds, you know you have a preliminary acceptance of a contract
If the merchant is still hesitant it is important to focus him on what he would do with the money if he has it. The key to his success is fueled by access to capital
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Tips to Expedite Closing
One of the best methods to close a merchant is to offer them 3 options on a 1.35 contract.
One at 10%, 15% and 20% Daily Remit. When you walk the merchant through the three options, just ask- "So, how much do you want?"
This should come well after you've described the core product and you know the merchant is comfortable with it.
When you illustrate the 3 options, always proceed as if the merchant is ready to buy.
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Tips to Expedite Closing
If you feel you have reached an impasse with the merchant and you need to sell too hard, the best answer is very often-The Take Away.
If you have managed to spend this much time with the merchant, you can feel comfortable that there is an interest in the money.
They might be seeking better terms or just enjoy haggling over price. It is very effective for you to collect your papers and place them in your briefcase saying:
"I'm really sorry... I guess this product isn't suited for you"
"This is your decision, I thought you were comfortable with the changes you've suggested and that the additional revenue you would ultimately generate. If you don't want me to submit the paper work, just say so, otherwise you may only be 10 days away from receiving your cash advance."
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