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Top originators in the commercial equipment finance and leasing industry are aware of their position in the market. Top originators know their strengths and weaknesses. Top originators know the strengths and weaknesses of their competitors. In the current market, many participant's capabilities are changing rapidly. Therefore, it is essential for top originators to stay abreast of their competitors' capabilities.
The greatest opportunities in today's market are being realized by top originators who are up-to-date on their competition. Top originators are flaunting their own competitive advantages based upon the current market and how they specifically are positioned against their competition. A few of my favorite questions to ask any originator are:
- What is your competitive advantage?
- How has your competitive advantage changed over the last few months?
- What daily activities do you take to flaunt this competitive advantage?
Being able to articulate an originator's competitive advantage takes on a greater importance when the market is experiencing rapid changes; when all participants, including the originator's own company, are altering their capabilities and services. Top originators are fully engaged in the market and position themselves aggressively against their competition. They constantly flaunt their strengths and competitive advantages to attract, win, and fund more transactions.
Wheeler Business Consulting is working with individual originators and sales teams throughout the industry to ensure that they are well positioned in the market, capturing their fair share of business, and outperforming the competition. To schedule a one-on-one meeting contact Scott Wheeler at: scott@wheelerbusinessconsulting.com
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
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