Originators in the commercial equipment leasing and finance industry are required to engage with others. Top originators thrive on speaking and meeting with vendors, end-users, and partners. Successful originators are willing and able to start new conversations. Engagement comes naturally for some; for others, it is a conscience decision that requires extra effort. All originators realize that outward engagement is necessary to generate business.
Sales professionals are either growing or shrinking. There is no such thing as status quo. Sales professionals are either engaging with others or withdrawing. Sales professionals are either creating new opportunities or avoiding the possibilities. Nothing happens until an originator engages in the process.
Success is a Personal Choice
Top producers track their engagement activities (ex: calls, meetings, email campaigns, zoom meetings, etc.). Top producers rank the effectiveness of each engagement and make the necessary adjustments to ensure that they are maximizing their efforts every day. Success is not accidental. Success requires planning and execution of specific engagements on a daily basis. Below are three questions that should be asked at the beginning of each day:
Who will I engage with today?
How can I maximize each specific engagement?
What is the desired result from each engagement?
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.
