Originators throughout the commercial equipment finance and leasing industry create success every day. I often mention that there is "gold" in existing files which too often go untapped. A recently hired professional discovered the following success.

• In the first quarter of 2022 a vendor-oriented independent hired an inside sales rep to call on existing clients with a specific profile.
• Almost immediately she found new opportunities from these well-qualified past clients; this incremental success gave her the confidence to dig even deeper with probing questions and an aggressive presentation of what her customer offers to end-users.
• In less than six weeks into her new position, this determined originator found a transaction which was considered a larger-than-normal transaction for her company. She was not deterred by the size nor complexity of the transaction. She worked with her credit department and asked for all the appropriate information needed to put together a full disclosure credit package. The deal was a major win for this originator and her company when it funded. But she was not done....
• This originator connected the dots. There were multiple vendors involved in the transaction - none of which were active vendors with the company. The originator reached out to each of the vendors and offered her services to them. She landed an opportunity to visit one of the vendors with her sales manager and within a few weeks was receiving multiple application from this new regional vendor.

There are a few important factors involved in the above success story.

1. The existing database was profiled, and the new      originator called on pre-qualified end-users.
2. Incremental success provided her with the confidence to aggressively present her services.
3. The originator was willing to pursue an unusual transaction.
4. Although she was hired to call on existing clients, she was encouraged to connect the dots and assume ownership of new vendor relationships. The company did not limit her ability to succeed.

Survive - Thrive - Lead

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

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Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com