How do your clients perceive you and your services?
Top originators in the commercial equipment finance and leasing industry are considered more than salespersons, order takers, customer service representatives, or processors. They are perceived by their end-user and vendor clients as professional advisors. Top originators consciously and proactively build a reputation as a trusted advisor who provides meaningful expertise related to equipment financing and leasing. Additionally, they provide advice within the broader context of a client's economic position and changing market factors. Top originators are valuable financial resources which vendors and end-users depend upon to navigate everchanging financial markets.
Trusted Advisors:
Listen more than talk
Ask probing questions to fully understand their client's needs and wants
Are relationship oriented
Can articulate their personal value proposition
Confront competition with confidence
Are well connected to the industries they serve - they continuously facilitate research to anticipate new trends
Present themselves as professional financial resources beyond the current transaction - they are long-term thinkers, and their actions are motivated by long-term results.
Perception is reality. The perception that you create in the market is based upon your personal actions.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.
