Sell Your People on Selling Financing
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Author: Thomas Christian | Digital Marketing Coordinator at EGIA & OPTIMUS | May 16th, 2024

Sell Your People on Selling Financing

Joining the Matt Chatts crew to discuss having a mindset geared towards growth is NYT bestselling author and sales expert Weldon Long and Jarod Smith of AJ Plumbing and Clog Busters. The two, along with hosts Matthew Bratsis and Donna Decoster, discuss how to sell your people on financing, so that they feel empowered to explain to customers what financing can do for them.

Long began by saying that he starts to look for people during the hiring process that are going to be able to be a good fit for sales.

Bratsis, Long and the rest of the panel agreed that while most people hold negative views of financing, and that those who view financing negatively do so because they only see its downside, and not the potential benefits it can have both for the consumer and for a business.

"I call it tripping over dollar bills to to worry about picking up all your pennies," said Bratsis.

The conversation opened up to finding ways to incentivize people to sell financing. For Smith, he said that while you can't teach an old dog new tricks, for the most part it is possible to find driven, hungry people willing to adjust their way of thinking if it makes sense to them monetarily.

"People want to do what they want to do, they're motivated by self-interest," said Long. "And you can't make people do anything, you have to make them want to."

Long explained that if a tech understands that they will be able to make more money by selling their customer on financing, then they will find a way to get better at selling financing.

"You can change people to behave differently and to think differently if they see how it benefits them," said Long.

Watch the full episode of Matt Chatts "Growth Mindset: 5 Ways to Grow Your Attitude & Your Business" by clicking here. Or, register today for the next Matt Chatts episode here or sign up to have them delivered directly to your inbox.