Linda Kester
Free
Leasing Sales & Marketing Management - Sales Trainer & Professional Speaker Expert
Linda Kester Quick Facts
- Main Areas
- Sales, Speaking, Consulting, Social Media
- Career Focus
- nationally recognized as an outstanding sales trainer and professional speaker
- Affiliation
- NAELB
Linda has twenty years of experience in leasing sales and marketing management. She is nationally recognized as an outstanding sales trainer and professional speaker. In 1996 she founded the Institute for Personal Development to help leasing sales reps increase volume. She has had a tremendous positive impact on sales for all types of companies – from startup firms to corporate giants. Linda's work has been published in The Philadelphia Inquirer, The Monitor, Leasing News and Selling Power Magazine. She has also produced several training CD’s. She is a member of the National Speakers Association and has presented over 279 times to more than 57,000 attendees. Her book 366 Marketing Tips for Equipment Leasing is a top seller for Leasing Power Tools Press. The CD program Prospecting Tips for Equipment Leasing Sales Professionals is a staple training tool for many leasing companies. Linda can be reached at Linda@lindakester.com or visit her website at http://www.lindakester.com.
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
A Practical Discussion of Credit Bureaus and Their Scores
Why is the principal's personal credit report so widely used in our business? Actually there are many reasons. They are inexpensive, usually two to four dollars per report depending on your volume. The information is rich – many consumer credit issuers report their results to the credit bureaus. They are available to any credit issuers, so a new company can have access to the same information as established lessors. The primary reason, though, is that they are predictive.
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Risk Management for Sales People
My friend Ted sells marine forklifts. He and his boss recently went to a marina to close a large transaction. Ted looked around the marina and said to the customer “I’m not going to sell you this lift.” Both Ted’s boss and his customer were stunned. He followed up with “You would really grow your business if you had two lifts, one for the front and one for the back.” Ted took a gamble, he embraced risk rather than running from it, and he ended up selling two forklifts that day.
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Vendors & Social Media
Working as a sales manager at Advanta Leasing, I got a call from an irate first time vendor. He was livid because his customer received the initial lease invoice with three large fees. Nobody communicated that fees would be included and the lessee wanted to cancel the deal. The lessee ended up paying cash and the vendor never used us again. The vendor was mad enough to put his complaint in writing and that was the end of the matter.
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The Importance of Sales Training
When I started in leasing my training consisted of being given a phone book & told to make calls. I remember calling a copier vendor and he asked if we paid points. I put him on hold, turned to the guy next to me and said “What are points?” It was a brutal beginning and my lack of quick results proved it.
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It's Time to Stop Procrastinating
“Procrastination is the thief of time.” - Edward Young In 2002 I signed a contract with Leasing Power Tools Press to write a book on equipment leasing sales. Four years later, there was no book. I tried. I’d write, criticize myself, crinkle the paper up and throw it in the trash. I’d sit down with the intention of writing and then any other activity that popped into my mind would take precedence. Clipping my toenails suddenly became urgent!
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Prospect With Dignity
Do you lay in bed at night worrying about your bills? Are you barely meeting your monthly volume goal? Salespeople who continually prospect have less anxiety than the average sales person. They also keep a steady stream of business coming in the door. Sales reps know that they have to prospect, and yet they do everything they can to avoid it.
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Approved To Booked
Have you ever looked at a list of your approved deals and hoped that at least one of them would fund in the next couple weeks? It seems like some lessees play a game called “String Out The Leasing Company”. They avoid calls from both you and the vendor and use every stall tactic imaginable.
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A New Sales Outlook
Sales is a mindset. Equipment leasing brokers face far greater challenges than ever before. They are used to the sting of disappointment when a transaction is declined, but that familiar sting has turned into laceration infected with negativity. The changes in the marketplace are like a puncture wound to the collective psyche of salespeople and many are reacting like victims.
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Favorite Quotes & Thoughts from Linda Kester
"Never had it so good"
"I am friends with the present moment" - Eckhard Tolle
Contacting Linda Kester
How to get started
Linda has twenty years of experience in leasing sales and marketing management. She is nationally recognized as an outstanding sales trainer and professional speaker. Linda@lindakester.com or http://www.lindakester.com.