The primary responsibility of every originator in the commercial equipment leasing and finance industry is to move transactions forward. Hesitation is counterproductive, especially in a robust economy where there are so many opportunities to pursue. Vendors and end-users want originators who can demonstrate a sense of urgency and can quickly execute transactions. Prompt action on the part of originators solidifies relationships, wins more transactions, and increases incomes.
Below are a few suggestions provided by top producing originators:
Close your deals quickly. Every day that an approval is outstanding without being closed is an opportunity for a competitor to snag a deal away.
Make prospecting a priority. Prospecting for new accounts creates sustainability. Successful originators are constantly prospecting and never hesitate or delay their prospecting efforts.
Communicate credit decisions quickly to vendors and end-users. Whether a transaction is approved, declined, or pending - don't wait to inform vendors and end-users. Deals should be moved forward or moved off your pipeline to make room for new opportunities.
Follow-up promptly with new prospects. If you truly believe that you can provide a valuable solution to a vendor or end-user, there is no need to hesitate in starting the relationship. There is no better time than the present. Create a sense of urgency and move your relationships forward.
Do not hesitate in clearing out your pipeline. It is false security to have a large, stagnant, pipeline. Success is derived from moving your pipeline into the funded column.
Hesitation is used by average originators to create a sense of hope where there is a low possibility of success. Hope is never a strategy. Action is a means of cutting through the noise and delivering results for your vendors, end-users, employers, and yourself. Successful originators always choose action over hesitation.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.