Vendors and end-users need top originators to help them navigate the financing and leasing process. There is a "real" need for originators who are able to go beyond order taking and offer outstanding services and products.

A large vendor once stated that if he was a hiring manager for a commercial equipment finance and leasing company, he would run a help wanted ad that read:

Help wanted for a professional finance and leasing originator with the following qualities:

• A professional who understands all aspects of the financing and leasing process.
• A professional who can simplify the process but is willing to explain the complexities when needed.
• A professional who is fully available when needed to train, encourage, and support vendor sales professionals. 
• A professional who is capable of pre-qualifying transactions to save time and money for all parties.
• A professional who is willing to think and act outside of the commodity box and offer unique services and products.

 As a top producing originator, are you meeting all of the needs and wants of your vendors and end-users? Have you asked, lately, what your vendors and end-users' requirements are to enhance your relationship? Do you know how they perceive your strengths and weaknesses? Are your vendors and end-users willing to hire you for the long-term? 

Survive - Thrive - Lead

This "Sales Tip" is provided by Wheeler Business Consulting. 

 Comments, questions, and suggestions regarding 

weekly tips are welcome. 

Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com