Credit
Doing The Right Thing
10/14/2007
When a credit analyst goes to decision a tough deal, sales reps don’t sit there thinking “I hope they’ll make the right decision.” They pray that the deal gets approved. Is it bad to pray that all your deals get approved? No. Is it bad to put your own individual interests ahead of what is good for your company and your customers? Absolutely....Continue Reading This Article >
A Practical Discussion of Credit Bureaus and Their Scores
10/01/2006
Usually I spend my time talking, writing and teaching about sales related issues. Typically they center around topics such as motivation, sales techniques, goal setting, etc. Very often though, when I get to the question and answer part of my presentations, I am asked questions about credit. This is a topic that is near and dear to every sales person but because it is usually out of his or her control, it is not discussed as a part of most sales training courses. Even when it is, the training usually consists of selling the decline while trying to get the next deal from the vendor or broker. Because understanding credit issues is essential to success in this business I decided to do some research and write an article about an area of credit that is used frequently, especially in small ticket leasing, but is often misunderstood – the principal's personal credit bureau and associated scores....Continue Reading This Article >
Fraud: 11 Red Flags that may indicate a fraudulent transaction
1/30/1996
Fraud has always been prevalent in the leasing industry. However, it’s numbers are increasing now that more applications are being generated electronically. The Internet has allowed us to better serve our customers, but it has also opened us up to new scams. While the internet makes it easier for your customers to reach you, it also gives people intent on committing fraud more access to their targets. Fraud is more prevalent when the perpetrator has the ability to find you. It is much less common when you are dealing with lessees and vendors that you have approached. The internet makes it easier for people you wouldn’t have targeted to find you....Continue Reading This Article >