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...

Read More

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...

Read More

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...

Read More

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...

Read More

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...

Read More