Seminar Outline: "STREET FIGHTING 2010"

A Full Day Of Skill Building For Equipment Leasing Salespeople And Executives

Basics - Why Should They Lease? Why Should They Lease from You? Why Should a Vendor Use Leasing? Why Should They Use You? Are You Perceived Correctly In The Marketplace?

Marketing - Identifying Target Markets; Creating a Niche; the Value of Building a Brand; Industry Specializations; Trade Shows and Public Meetings; Recognizing Your Strengths and Your Limitations.

How Good Are You? - Excellence and the Personal Services Company; First Impressions; What Do You Read, Where Do You Get Your News; How Are Your Enthusiasm and Self Esteem Levels? Are You An Excellent Closer?

Essential Skill #1 - Finding Business - Prospecting; Telemarketing; Networking & Public Speaking; Referral Relationships; the Thirty Second Presentation; The “5-15 Rule” for Getting Attention; Public Relations; Guerrilla Marketing; Using “e-marketing” Effectively.

Essential Skill #2 - Beating Competitive Quotes - What Is Really Being Offered? Spotting the Tricks Your Competition Uses; Perception Is Reality; Selling from a Position of Strength; The Biggest Lie In Leasing.

Essential Skill #3 - Structuring Profitable Deals - Adjusting Terms, Advances, Deposits and Fees; Locking Up Future Business; The Value of Residuals; Using T-Value & Financial Calculators Effectively.

Essential Skill #4 - Vendor Development - The 3x3x25 Rule; The "Marketing Partnerships” Approach; Joint Promotions; Overcoming the Loyalty Objection; Managing Vendor Expectations.

Advanced Selling Skills - Using Colors & High Persuasion Words; Identifying Your Prospect’s Method of Processing Information; Identifying His Decision Making and Behavioral Styles; Tailoring Your Presentations to the Four Principal Buying Types.

... and more.

Back to Top