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Articles from Linda Kester | Selfgrowth.com
- It's Time to Stop Procrastinating - by Submitted on Oct 21, 2011 from Linda Kester“Procrastination is the thief of time.” - Edward Young In 2002 I signed a contract with Leasing Power Tools Press to write a book on equipment leasing sales. Four years later, there was no book. I tried. I’d write, criticize myself, crinkle the paper up and throw it in the trash. I’d ...
Views: 992 - The Importance of Sales Training - by Submitted on Sep 06, 2011 from Linda KesterWhen I started in leasing my training consisted of being given a phone book & told to make calls. I remember calling a copier vendor and he asked if we paid points. I put him on hold, turned to the guy next to me and said “What are points?” It was a brutal beginning and my lack of quick results ...
Views: 3918 - Vendors & Social Media - by Submitted on Sep 06, 2011 from Linda KesterWorking as a sales manager at Advanta Leasing, I got a call from an irate first time vendor. He was livid because his customer received the initial lease invoice with three large fees. Nobody communicated that fees would be included and the lessee wanted to cancel the deal. The lessee ended up ...
Views: 1095 - Risk Management for Sales People - by Submitted on Sep 06, 2011 from Linda KesterMy friend Ted sells marine forklifts. He and his boss recently went to a marina to close a large transaction. Ted looked around the marina and said to the customer “I’m not going to sell you this lift.” Both Ted’s boss and his customer were stunned. He followed up with “You would really grow ...
Views: 1886 - A Practical Discussion of Credit Bureaus and Their Scores - by Submitted on Sep 03, 2011 from Linda KesterWhy is the principal's personal credit report so widely used in our business? Actually there are many reasons. They are inexpensive, usually two to four dollars per report depending on your volume. The information is rich – many consumer credit issuers report their results to the credit bureaus. ...
Views: 985 - A New Sales Outlook - by Submitted on Aug 25, 2011 from Linda KesterSales is a mindset. Equipment leasing brokers face far greater challenges than ever before. They are used to the sting of disappointment when a transaction is declined, but that familiar sting has turned into laceration infected with negativity. The changes in the marketplace are like a ...
Views: 1143 - Approved To Booked - by Submitted on Aug 25, 2011 from Linda KesterHave you ever looked at a list of your approved deals and hoped that at least one of them would fund in the next couple weeks? It seems like some lessees play a game called “String Out The Leasing Company”. They avoid calls from both you and the vendor and use every stall tactic ...
Views: 1249 - Prospect With Dignity - by Submitted on Aug 10, 2011 from Linda KesterDo you lay in bed at night worrying about your bills? Are you barely meeting your monthly volume goal? Salespeople who continually prospect have less anxiety than the average sales person. They also keep a steady stream of business coming in the door. Sales reps know that they have to ...
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