Me & Sergio

05 Jun From Average Joe to Sergio

Ever feel like you are stuck in mediocrity? Many equipment finance sales people say they want to increase volume, yet they remain in the middle of the pack. Despite having incredible potential and intelligence, they achieve unexceptional results. They are just an average Joe, not too high, not...

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03 Feb The Greatest Salesman in the World

I’ve been reading an old classic The Greatest Salesman in the World by Og Mandino. It tells a story about Hafid, a poor camel boy who achieves a life of abundance. The book was first published in 1968. I have had the book for years. I tried to...

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30 Nov Creating Confidence

I recently met a sales rep (let’s call him Dario) who felt that his company’s rates were way too high. Every time he got an application he’d encounter some type of rate objection. He’d end up discounting the deal, or the lessee would go elsewhere.   While...

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12 Sep Cold Calling is Dead

  BLITZ THE TERRITORY It’s a Tuesday morning in June 1987. I’m two weeks into my job selling Canon photocopiers for Dupli-Fax. One hundred and forty-four of the company's sales reps from Pennsylvania, New Jersey and Delaware have convened in a parking lot of a recently...

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10 Apr Previous Articles

I've been receiving emails asking for the articles that were on the old web site. You can find all of the past articles here: - Monitor MJ 2015 - Prospector on Deck...

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22 Mar Closing Questions

Closing a deal isn't about saying some magic words and hoping that the prospect will buy. It's about listening to the needs of the prospect and then customizing a way that they can use your services. Once you present your proposal say something like: "It makes...

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07 Jan A New Sales Outlook

Sales 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...

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