Sales Agent Script
Sales Agent Script
Sales Agent Script
Below are general guidelines to follow when prospecting a merchant. In addition, please review the frequently asked questions that
you should be prepared to answer on the call at any time.
There are two scenarios: merchant interested and merchant not interested.
*Note: You always want to get something out of the conversation. It's definitely a timing product and your educating of the merchant
is critical in obtaining the sale.
OPENING PITCH:
Salesperson: Hello [merchant's first name/I am looking to speak to the owner], My name is [salesperson's name] and the reason for
my call is to inform you that our company offers a unique working capital product to help your business grow. We potentially can offer
your business up to $1,000,000 in working capital based on how much you process each month in credit cards from your customers.
Salesperson to merchant: Are you familiar with these types of programs?
(We want to engage the merchant to respond early in the conversation. Regardless of yes or no, the script plays out below.)
Salesperson: We are still able to provide working capital in the form of a cash advance while the banks remain tight with lending to
businesses. Our approval process is much easier than a traditional bank loan and we can provide you funds typically within 7 to 10
business days.
Salesperson: Is this something you would be interested in?
SCENARIO ONE:
If Merchant says I'd like to learn more or shows interest:
Salesperson: Ok, great. Before I send you some information I want to ask you a few questions to make sure you qualify for the
program.
1) How much do you process a month in credit cards?
Merchant Response: If they say $5,000 or more, you can proceed. If it's less (say 4 - 5k), still send them information in hopes
that their volume will rise and they will eventually qualify.
2) How often do you batch and settle out your credit cards monthly?
Merchant Response: As long as they say it's 15 times a month or more, you should proceed (ideally they should be batching/
settling daily).
Salesperson: So far, so good. We do have a few credit parameters you must meet.
Proceed to ask them these questions:
A) Are you current with your rent or mortgage?
B) Do you have at least a year left on your lease?
C) Do you have any open tax liens?
*Note: This is important in qualifying the customer as the way they answer these questions should give you an indication if they are
credit worthy and potentially interested. Merchants will ultimately tell you anything to get this financing, but as a salesperson you
should begin to get a read on the merchant here.
If they meet these requirements I would than take the next step and getting them information/Application.
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MERCHANT CASH ADVANCE PROGRAM | SALES AGENT SCRIPT
Salesperson: Ok, great. It sounds like you are a strong candidate for the program. I will send you a brochure explaining our program in
greater detail and our application for your review (ask for their contact information). The application has a checklist which can be
used as a guideline of what we need in order to submit your application (provide them your contact information). Ultimately, our
underwriting process is very fast and we can have a decision on your application within 24 to 48 hours.
Salesperson to merchant: Do you have any questions for me?
SCENARIO 2
if the merchant says "I am not interested in the program"
Salesperson: What are you not interested in? Are you not looking for money or do not like these types of programs?
This may surprise the merchant but is another way of engaging them in conversation.
If the merchant says "I am not looking for money"
Salesperson: Okay. Although you are not looking for money now, I would like to send you information on the program in case you have
projects in the future that require capital.
Remind them in a nice manner how challenging the current economy is and we are strong source to obtain financing in a very short
time period.
If the merchant says: "I am not interested in this type of program"
Salesperson: Okay. What don't you like about the program?
Let them tell you what they do not like — whether it is cost of money, etc. Then use a brief rebuttal and ask the merchant if you can
send them information and contact them in the future.
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MERCHANT CASH ADVANCE PROGRAM | SALES AGENT SCRIPT
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