Prospecting
Prospect With Dignity
6/16/2010
Take some time to get quiet, then begin to make an image in your mind of what it will feel like when you are meeting your income goals. Imagine prospecting successfully and landing your dream account. If you are timid when calling on vendors picture your self completely self-confident....Continue Reading This Article >
Sweet Smell of Success
1/01/2010
One could argue, if your not inspired first then you won’t want to perspire. That’s how most people think! They keep waiting for that one good idea to inspire them and then they’ll want to put in the work. That’s exactly the opposite of what Edison meant. Inspiration doesn't just show up. You have to work at it. Creativity doesn't just show up, you have to be determined and put in the work to make it happen....Continue Reading This Article >
Top 3 Ways to Obtain Sales Leads
5/29/2009
With trickle marketing, you are always looking for leads. The positive is that you may find your “retirement account”. The negative is that if you get lazy your funnel becomes as dry as a beer bong at a seminary school....Continue Reading This Article >
Mastering the Follow-Up Call
5/05/2009
Countless times the follow-up call placed after the qualifying call ends up in voice mail and the call is never returned, or the rep gets through to the prospect and their response is “I have your information on file, I’ll call you if I need you.” Now the prospect is in LIMBO. Don’t get stuck in follow-up call limbo! The path out of this state of oblivion is to uncover the prospect’s sweet-spot early in the sales cycle, then taylor each follow-up call to address the ares that are important to that client....Continue Reading This Article >
Leasing from a Lessee’s Perspective
2/14/2009
“We have a master lease agreement with Key for most of our copiers. Rates and support from customer service is paramount to doing business with us, Key was able to meet our needs in both of these areas. When I have a question about our lease agreement, I send an email to Ed and he has it resolved in ten minutes.”...Continue Reading This Article >
Overcoming Discouragement
5/01/2008
Studies show that we have about 50,000 thoughts per day, and 90% of them are repetitive. Other research indicates that 77% of everything that most people think about is negative, self-damaging, and counterproductive....Continue Reading This Article >
Change - From Discomfort to Growth
2/14/2008
Successful people have formed the habit of doing things that unsuccessful people don’t like to do....Continue Reading This Article >
Treasure-Hunting for Vendors
11/20/2007
Most sales people dislike prospecting and put it off as long as possible. But if they change the way they look at prospecting and see it as a potential treasure hunt rather than an exercise in rejection they could increase their chances of success....Continue Reading This Article >
Finding Your Niche
10/12/2007
I see many leasing sales people who are stuck in misery. They cold call day after day after day only to find meager results. They are trying to stand out in a crowded market place and they are not getting noticed....Continue Reading This Article >
A Tiered Approach
8/29/2007
We used Quick Trac for all our site inspections. A rival site inspection company wanted our business. I was the decision maker, and every time the sales rep called me I would brush him off. I’d say …”just send me some information” Or … “we’re happy with who we’re using”.
The reason I would brush him off was that I had no real reason to change site inspection companies, and I was busy. I had twelve direct reports and an annual budget of $100,000,000....Continue Reading This Article >
The Power of Questions
3/03/2007
When college coaches recruit high school athletes, they don’t waste time listing all the fine features of their university, why? Because students are only interested in what they’re interested in. They are not necessarily interested in what the coach likes about the school.
The same thinking applies to vendors and lessees. Some sales people dive right into a presentation. They "dump" all the information they can about their company and their programs, and they think they are selling....Continue Reading This Article >
Voice Mail Techniques: Getting Vendors to Listen and Respond
2/08/2007
Imagine having a great new list of qualified vendors and lessees to call! You are pumped up and ready to start prospecting. Then the inevitable happens, sixty-five percent of the time you don’t get through to the decision maker, you get voice mail. What do you say? Most sales people leave a message about the services their company offers and advantages of doing business with them. And most of the time the prospect never returns the call. Now what does the sales rep do? Should they call back until he picks up the phone? Do they try to go through the secretary? Usually a phone call is not returned because:...Continue Reading This Article >
Prospecting & Football
12/25/2006
The Philadelphia Eagles beat the Dallas Cowboys on Christmas Day. The Eagles are now in first place in the NFC East Division. This is shocking to Philadelphia fans because four weeks ago, the quarterback, Donovan McNabb was injured and it seemed like the season was over.
I had another shock recently. While working with a sales rep I asked her what her primary objective was for an appointment she had with a vendor later that afternoon. She said she wanted the vendor to commit to using her leasing services exclusively....Continue Reading This Article >
Objections We All See
6/08/2006
In 1988 I would drive my Saab to a vendor’s location and ask them “Do you have any apps for me?” Inevitably they said “No, we don’t have any leasing deals for you right now, but you can stop back in a couple of weeks.” A couple of weeks would go by, I’d stop by again and they would tell me “No leasing deals now, but feel free to stop by again.”...Continue Reading This Article >
Information Underload
6/06/2006
The most appealing treadmill to me in the gym was located in the second row of aerobic equipment. I liked it because it’s the only treadmill positioned so that you can view three TV’s at the same time. On one particular day, all the televisions had the closed caption feature on. In addition, they had sports scores or stock quotes scrolling across the bottom (and sometimes tops) of the screen, and they flashed their own bullet points, names and titles. There was a minimum of three different things to read on each TV....Continue Reading This Article >
B-Shield
3/17/2006
I flew to L.A. recently, connecting through Vegas, to train a terrific leasing company. On the third leg of the trip my plane was late arriving. I got off the plane in Vegas, looked at the monitor and it said that my flight to Philly had DEPARTED....Continue Reading This Article >