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Sales Makes It Happen

10 Signs You are Headed for a Sales Slump
by Jim Acee

3/23/17 
Vendor Leasing Sales reps: Tips to keep competition from stealing top dealers
by Jim Acee
3/1/17 
Cold calling tips for Leasing Sales Reps
by Jim Acee
2/24/17 
Five Things Every Sales Manager Should Know
by Jim Acee
2/15/17 
A Dozen "Do's and Don'ts" for Vendor Leasing Sales Reps
by Jim Acee
2/8/16 
Now is the Time for Brokers
by Christopher Menkin
12/21/16 
Use UCC's to Call on Lessees Whose Lessor is Gone
by Christopher Menkin
12/21/16
You Become What You Attract
by Christopher Menkin
12/14/16
Effectively Qualifying Lessees for More Efficiency, More Profitability
by Tom Martin
12/8/16
Moving Up: Selling into the Middle Market
by Robert Teichman, CLFP
11/16/16
Ending the Crisis in Sales Management
by Steve Chriest
11/10/16
Morale Buster
by Steve Chriest
11/2/16
"Rule #23"
by Steve Chriest
10/19/16
Developing Strong Leaders for the Commercial Equipment Leasing/Financing Industry
by Scott Wheeler, CLFP
10/13/16
Question: I Make More Sales by Listening, Not Talking
by Steve Chriest
9/28/16
Question: Reading Financial Statements as Loan Broker
by Steve Chriest
9/21/16
Asking the Right Question
by Steve Chriest
9/14/16
How to Overcome Vendor Working with Another Company
by Steve Chriest
8/31/16
Inside Salesman Wants to Control Sell Rate
by Steve Chriest
8/17/16
Today, is sales like a sport?
by Steve Chriest
8/12/16
Got a Question?
by Steve Chriest
8/3/16
Don't Save Your Last Shot
by Christopher Menkin
7/27/16
Learning from Millennials
by Scott Wheeler, CLFP
7/20/16
All Sales Are Complex
by Steve Chriest
7/13/16
Today's Lease Salesman Must Read Financial Statements
by Steve Chriest
6/29/16
Evaluating a Sales Person
by Ralph Mango
6/22/16
Hiring the Right Salesperson
by Steve Chriest
6/15/16
Overcoming Rejection
by Scott Wheeler, CLFP
6/8/16
Choices
by Bob Teichman, CLFP
5/18/16

How to Leverage Your Sales Efforts
by Scott Wheeler

5/18/16
Predicting a Salesperson's Success
by Steve Chriest
3/31/16
Male Brain - Female Brain
by Steve Chriest
3/9/16
Get Yourself a Warehouse Line
by Christopher Menkin
2/24/16
Myth Of The Sales Personality
by Steve Chriest
1/27/16
Stay Focused
by Scott Wheeler, CLFP
1/6/16
What are your "What's"?
Scott Wheeler, CLFP
12/16/15
Year-End Prospecting
Scott Wheeler, CLFP
12/9/15
Believe it! The Best Profession: Sales
by Steve Chriest
11/18/15
Expanding Niches
by Scott Wheeler
10/21/15
Learn to Read and Understand Financial Statements
Christopher Menkin
9/16/15
Use UCC's to Call on Lessees Whose Lessor is Gone
by Christopher Menkin
9/10/15
Now is the Time for Brokers
by Christopher Menkin
7/22/15
The New Sales Professional
By Steve Chriest
7/22/15
Accept Responsibility
Scott Wheeler
5/13/15
The Mighty Middle
By Steve Chriest
4/15/15
The Zen of Selling
By Christopher Menkin
3/12/15
Hide that Chair!
By Christopher Menkin
2/19/15
Dealing With Hidden Issues
By Steve Chriest
2/11/15
Hidden Issues
2/4/15
Don't Shoot The Dog!
1/28/15
Does Employee Behavior Portend A Rude Future?
by Steve Chriest
1/14/15
Top Three Sales Training Challenges– From A Consultant’s Perspective
by Steve Chriest
1/7/15
Moving Up-Selling into the Middle Market
by Robert Teichman, CLP
12/29/14
The Sales Talent Crisis is Here
By Steve Chriest
12/17/14
Don't Send Ducks to Eagle School!
by Steve Chriest
12/10/14
‘Tis the Season
by Robert Teichman, CLP
12/3/14
Focus On Results
By Steve Chriest
11/14/14
Anger and the 80% Rule
By Steve Chriest
9/10/14
6% of Time Spent Selling
By Steve Chriest
9/10/14
What Successful Sales Managers Do
By Mr. Terry Winders, CLP
9/17/14
Negotiate Now!
by Steve Chriest
9/10/14
Driven To Close
by Scott Wheeler
9/5/14
All Sales Are Complex
by Steve Chriest
8/29/14
Sales Isn't Just for the Salesperson
By Robert Teichman, CLP
8/27/14
Myth of the Sales Personality
by Steve Chriest
8/13/14
Can You Guess the Best Profession?
By Steve Chriest
7/30/14
Superb Listeners
by Steve Chriest
6/18/14
“Negotiate Now!”
by Steve Chriest
6/11/14
Building an Effective Sales Team
by Scott Wheeler
5/14/14
A Sure Fire Winner
by Steve Chriest
3/20/14
Lease Packaging
by Robert Teichman, CLP
2/12/14
Male Brain–Female Brain
by Steve Chriest
11/20/13
Sales Training Doesn't Work – And What To Do About It
by Steve Chriest
11/7/13
True Leases - True Challenges
by Steve Chriest
10/23/13
Rising To Your Default Level
by Steve Chriest
10/15/13
All Sales Are Complex
by Steve Chriest
10/2/13
Work on the Mighty Middle
by Steve Chriest
9/18/13
Ending the Crisis in Sales Management
by Steve Chriest
9/10/13
The Best Profession: Sales!
by Steve Chriest
8/29/13
"Don’t Shoot the Dog"
by Steve Chriest
8/21/13
Talent Crisis Looms
by Steve Chriest
8/16/13
Ducks in Eagle School
by Steve Chriest
8/13/13
Financial Statements
by Steve Chriest
8/8/13
Rule 23
by Steve Chriest
7/31/13
Anger and the 80% Rule
Steve Chriest
7/17/13
You become what you attract
Christoher Menkin
7/11/13
Building Customer Loyalty
Steve Chriest
6/26/13
Vendor Hidden Issues
By Steve Chriest
6/13/13
Rethinking Customer Loyalty
by Steve Chriest
5/15/13
Sales Managers and Coaching
by Steve Chriest
4/3/13
Expect More from Sales Professionals
by Steve Chriest
3/13/13
Predicting a Salesperson's Success
by Steve Chriest
2/21/13
Fast Turnaround Time
by Steve Chriest
2/6/13
Hiring the Right Salesperson
by Steve Chriest
2/4/13
Use UCC's to Call on Lessees Whose Lessor is Gone
by Christopher Menkin
10/3/12
Selling in a Down Economy
by Steve Chriest
1/17/12
59 Days Left
by Terry Winders, CLP
11/2/11
Ten Advantages in Leasing
by Christopher Menkin
9/14/11
Key Receivers
by Steve Chriest
6/22/11
Floating Skips
by Terry Winders, CLP
5/18/11
Getting Vendors by using the back door
by Christopher "Kit" Menkin
5/11/11
The Value of Weekly Sales Goals
by Terry Winders, CLP
4/27/11
Choices
by Bob Teichman, CLP
4/6/11
Live Calling Made Easy
by Kit Menkin
3/30/11
New Markets
by Terry Winders
3/16/11
Rising To Your Default Level
by Steve Chriest
3/9/11
Don't shoot the dog
by Steve Chriest
2/16/11
Rethinking Customer Loyalty
by Steve Chriest
2/9/11
Perception and reality
by Steve Chriest
2/2/11
Time and Management
by Steve Chriest
1/26/11
Seeing Red May Help Increase Sales
by Steve Chriest
1/20/11
Solid reasons for the growing the sales organization in 2011
by Steve Chriest
1/12/11
Fast turn around time
by Steve Chriest
12/8/10
The best profession: Sales
by Steve Chriest
12/1/10
Great Opportunity to close some sales in 2010
by Christopher Menkin
11/18/10
Thanksgiving & Sales
by Linda Kester
11/10/10
Want to End the Year With More Revenue? Here's How!
by Adrian Miller
11/3/10
Facebook for Clients
by Kit Menkin
10/20/10
Today's Lease Salesman Must Read Financial Statements
by Steve Chriest
10/6/10
Leasing has not lost its Sizzle
by Kit Menkin
9/22/10
New Top Ten Reasons to Leasing
by Kit Menkin
9/8/10
Choices
by Bob Teichman, CLP
8/26/10
IFG Broker Protection Policy
by Kit Menkin
8/18/10
Broker Protection Policy
by US Bank Manifest
8/11/10
Summer Sales---What to do
By Linda Kester
8/4/10
Where Sales Reps Really Go Wrong
by S. Anthony Iannarino
7/28/10
A Sure Fire Winner
by Steve Chriest
7/21/10
LinkedIn and Networking
by Kit Menkin
7/14/10
Myth of a Sales Personality
by Steve Chriest
6/30/10
Great Selling Can Become a Habit
by Steve Chriest
6/23/10
Songs with a sales message
by Kit Menkin
6/16/10
Salesman Pay Survey
by Kit Menkin
6/9/10
Archive 2001: Adrian Bulman Looks at our Industry
by Adrian Bulman
6/3/10
Hiring a New Sales Person, the Interview
by Odds and Ends
5/26/10
Improving Your Odds
by Scott Wheeler
5/21/10
Use UCC's to Call on Lessees Whose Lessor is Gone
by Christopher Menkin
5/12/10
Choices
by Bob Teichman, CLP
5/5/10
Beat Yesterday
by Christopher Menkin
4/28/10
Leasing Sales Tea Party
by Christopher Menkin
4/21/10
Get Yourself a Warehouse Line
by Christopher Menkin
4/7/10
Never Give Up!
By Linda Kester
3/31/10
7 Reasons to Do Business With me
by a Successful Salesman
3/24/10
Focus On Results
Steve Chriest
3/17/10
It may be time to ‘fire’ some vendors - Part II
Gerry Egan
3/10/10
It may be time to ‘fire’ some vendors - Part I
Gerry Egan
3/3/10
Listening to Zig Ziglar
Gerry Egan
2/24/10
Rethinking Customer Loyalty
Steve Chriest
2/17/10
"Me-too" players
Steve Chriest
2/10/10
Persistence wins
Jim Gibbons
2/3/10
What can you learn from GreatAmerica Leasing?
Christopher Menkin
1/27/10
Egan's Quick Summary Financial Form
Gerry Egan
1/13/10
New Top Ten Reasons to Lease
Kit Menkin

12/23/09
Overcoming discouragement
Linda P. Kester

12/16/09
Objections we all see
Linda P. Kester
12/02/09
Preparing for the Calm after the Storm
Scott Wheeler
11/18/09
The Zen of Leasing
Christopher Menkin
11/11/09
The Use of Lease Proposals
Mr. Terry Winders, CLP
11/04/09
"A Sure Fire Winner"
Steve Chriest
10/28/09
"What else can you do for me?"
Ken Goodman, CLP
10/21/09
Sales Techniques
Leasing News Readers
10/14/09
Moving Up-Selling into the Middle Market
Robert Teichman, CLP
10/07/09
What is the correct answer to "What is my rate?"
Mr. Terry Winders, CLP
10/02/09
6% of Time Spent Selling
Steve Chriest
9/24/09
Learn to Read and Understand FS
Steve Chriest
9/16/09
The Use of Lease Proposals
Mr. Terry Winders, CLP
9/02/09
Changes in the Leasing Marketplace
Christopher Menkin
8/26/09
The Best Profession: Sales
Steve Chriest
8/19/09
Direct Sales vs. Independent Broker
Christopher Menkin
8/12/09
All Sales Are Complex
Steve Chriest
8/05/09
Building Customer Loyalty
Steve Chriest
7/29/09
Ten Sales Points
Anonymous
7/22/09
"Selling In a Down Economy"
Steve Chriest
7/15/09
Delivering Results in the Second Half of 2009
Scott Wheeler
7/08/09
Taking a Look Back in Preparation for the Future
Scott Wheeler
7/01/09
"Hide the chair"
Kit Menkin
6/24/09
A Necessary Transformation
Robert Teichman, CLP
6/17/09
Taking "Only" out of "Application Only"
by Scott Wheeler
6/10/09
Looking Forward
by Scott Wheeler
6/03/09
"Sales Isn't Just for the Salesperson"
by Robert Teichman, CLP
5/20/09
"Never Give Up!"
by Linda P. Kester
5/13/09
The Eyes and Ears of the Industry
by Scott Wheeler
5/06/09
Vendor Follow-Up
by Linda P. Kester
4/29/09
Cold Calling----Part II
by Kit Menkin
4/22/09
"Investing in Knowledge"
by Scott Wheeler
4/15/09
"Shooting at the Right Target"
by Robert Teichman, CLP
4/8/09
How Should a Lease Originator Deal with FEAR?
by Scott Wheeler
4/1/09
Cold Calling---Part I
by Kit Menkin
3/25/09
Passion for Leasing Success
by Scott Wheeler
3/18/09
“Bridges Over These Troubled Waters”
by Scott Wheeler
3/11/09
“Get off the Telephone”
by Christopher Menkin
3/4/09
Effectively Qualifying Lessees
by Tom Martin
2/25/09

Want to Hire Great Sales Reps?
Start by Avoiding the "Sales Personality" Myth
by Steve Chriest

2/19/09
Lease Originators are Productive Farmers
by Scott Wheeler
2/11/09
Bridges Over These Troubled Waters
by Scott Wheeler
2/4/09

Just The Facts, Ma'am - The New Reality For Sellers
by Steve Chriest

1/28/09
Formulate a Personal Strategy
by Scott Wheeler
1/22/09
“The Evolving Internet”
by Linda P. Kester
1/14/09
“Opportunities for all Leasing Professionals”
by Scott Wheeler
1/7/09

“Sales Isn't Just for the Salesperson”
by Robert Teichman, CLP

12/24/08
“Snap Into Your Marketing Process”
by Scott A Wheeler, CLP
12/19/08
“How to Become a Better Leasing Advisor”
by Scott A Wheeler, CLP
12/17/08
“How to Become a Better Leasing Advisor”
by Scott A Wheeler, CLP
12/10/08

“Four Easy Steps… Improve Your Sales Volume
by Scott A Wheeler, CLP

12/3/08

“Thanksgiving & Sales”
by Linda P. Kester

11/19/08

The Smart Leasing Professional Will Flourish in 2009 and Beyond
by Scott A Wheeler, CLP

11/6/08
Want to End the Year With More Revenue?
by Adrian Miller
10/29/08

“Listening in a Forest ”
by Steve Chriest

10/22/08
“Lease Platform Review”
by Linda P. Kester
10/15/08

“Get yourself a Warehouse Line”
by Christopher Menkin

10/8/08
“A few good salesmen”
by Steve Chriest
10/1/08
9/17/08
“Don't Bother Me!”
by Steve Chriest
9/10/08
“Your Unique Selling Position”
by Linda P. Kester
also Meet Linda Kester in Costa Mesa!
8/27/08
“Four Tips for Prospecting in a Shaky Economy”
by Linda P. Kester
Two New Books also Available
8/13/08
"The Receptionist"
by Charlie Lester
7/30/08
7/23/08

"Moving Up-Selling into the Middle Market"
by Robert Teichman, CLP

7/16/08
“When Leasing Gets Tough”
by Adrian Miller
7/9/08

"Summer Sales---What to do"
By Linda Kester

6/25/08
“That's Why I am Here”
By Linda P. Kester
6/11/08
6/4/08
5/21/08
5/14/08
5/7/08
"Overcoming Discouragement"
by Linda P. Kester
5/1/08
4/23/08
4/16/08
4/9/08
4/2/08
“Are you Easy?”
by Adrian Miller
3/28/08
“Surviving a Recession”
by Linda P. Kester
3/19/08
Everything I learned about training
I learned in Kindergarten
by Adrian Miller
3/13/08
“Never Give Up”
by Linda P. Kester
3/5/08
2/27/08
2/20/08
2/6/08
1/30/08
1/23/08
1/17/08
1/9/08
12/19/07
12/12/07
12/5/07
11/28/07
11/21/07

Broker Commissions - Follow-Up Report
By: Linda P. Kester

11/14/07
“Purchase Orders”
by Doug Dawkins, CLP
11/07/07
Video #4
Selling Approvals Over Rates
by Gerry Egan:
10/17/07
Sales Makes it Happen by Linda P. Kester
Finding Your Niche
10/10/07
Video #3
Three Skills For Success
by Gerry Egan
10/3/07
Sales Make it Happen by Jeffrey Taylor, CLP
Excerpt from New Book
9/26/07
9/19/07
9/12/07
9/5/07

“The use of Lease Proposals”
by Mr. Terry Winders, CLP

8/22/07
“Objections we all see”
by Linda P. Kester
8/15/07
8/8/07
“Now is the Time for Brokers"
by Christopher Menkin
8/1/07
"Be an Idea Dispenser"
by Linda P. Kester
7/25/07
"Time and Management"
by Steve Chriest
7/18/07

"The New Sales Professional"
by Steve Chriest

7/11/07
"Morale Busters"
by Steve Chriest
6/27/07
"You become who you attract"
by Christopher "Kit" Menkin"
6/20/07
“The Best Deal”
by Christopher “Kit” Menkin
6/13/07

"Presentations to Civic Clubs"
by Linda P. Kester

6/6/07
"Tips for your Vendor"
by Linda P. Kseter
5/30/07
"Wiki"
by Linda P. Kester
5/23/07
5/16/07
"Unique Selling Position"
by Linda P. Kester
5/9/07
"That's why I'm here"
by Linda Kester
5/2/07
"Advice from Vendors"
by Linda P. Kester
4/25/07
4/18/07
#35 "The Strangest Secret"
by Linda P. Kester
4/4/07
3/28/07
"How to Lure back Vendors"
by Linda P. Kester
3/21/07
3/14/07
"Structuring the Deal"
by Christopher Menkin
3/7/07
"Leave a Message"
by Linda Kester
2/28/07
"Slow Down"
by Linda P. Kester
2/14/07
"Marketing Attitude"
By Linda P. Kester
2/7/07
"The Lease Production Team"
By Bob Teichman, CLP
1/31/07
01/17/07
01/10/07
01/03/07
"Prospecting is like Football"
By Linda P. Kester
12/27/06
"Send three letters"
By Linda P. Kester
12/20/06
"Professional Associations"
By Linda P. Kester
12/13/06
"Bad Calling Times"
By Linda P. Kester
12/06/06
Go for It!
By Linda P. Kester
11/29/06
“Operating Leases
—A Broker’s Forgotten Friend”
By Reg Lindholm
11/22/06
11/15/06
"Telling is not Selling"
By Linda P. Kester
11/08/06
11/01/06
"Communications"
By Linda P. Kester
10/25/06
"Questions and Answers"
By Linda P. Kester
10/18/06
"Equipment Lease Asumptions"
By Christopher Menkin
10/11/06
"Second Most Asked Question"
By Chistopher Menkin
10/04/06
"Tis the Season"
By Robert Teichman, CLP
09/27/06
9/20/06
09/13/06
09/06/06

Broker Commissions - Follow-Up Report
By: Linda P. Kester

08/30/06
08/23/06
08/16/06
Broker Commissions
By Linda Kester
08/9/06
Terms of Use
By Terry Winders, CLP
08/2/06
07/19/06
Use a Tiered Approach
by L.P. Kester
07/12/06

Depends on which corner your view is coming from...
by Terry Winders, CLP

07/05/06

A Critical Sales Tool Too Often Ignored
By Gerry Egan

06/28/06
Never Give Up
by Linda P. Kester
06/21/06
6% of Time Spent Selling
by Steve Chriest
06/14/06
Financing/Leasing Alternatives
by Terry Winders, CLP
06/07/06
05/31/06
The B-Shield
by Linda P. Kester
05/24/06
Personal Guarantees
by Terry Winders, CLP
05/17/06
Continuous Partial Attention
by Linda P. Kester
05/10/06
P MAP: Personal Marketing Action Plan
from the late Mike Graneri "Top Gun" Newsletter, as printed in January, 2002, Leasing News
05/05/06
05/03/06
Lease Packaging
by Robert Teichman, CLP
04/26/06

"What else can you do for me?"
by Ken Goodman, CLP

04/19/06

"Information Under Load"
by Linda P. Kester

04/12/06
04/05/06
3/29/06
3/22/06
03/15/06

The Use of Lease Proposals
By Terry Winders, CLP

03/07/06

CHOICES
by Bob Teichman, CLP

03/01/06

OBJECTIONS WE ALL SEE
By: Linda P. Kester

02/22/06

Sales Isn't Just for the Salesperson
by Robert Teichman, CLP

02/15/06

Lessees, Lessor's Not on the Same Wavelength
By Terry Winders, CLP

02/08/06
Transaction Profile
by Doug Houlihan
02/01/06

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