Our MD Julie Ramsay is now a member of the Women In Leasing initiative set up by The Leasing Foundation and led by Close Brothers CEO of Commercial Division Mary McNamara. The initiative began in 2013 with the intent to attract a more diverse range of talent to the leasing and asset finance industry and to support women in the industry.
The initiative includes training and education, themed networking events and mentoring, and draws on the expertise of the Foundation’s women Fellows and Governors. Women in Leasing will also connect with established diversity initiatives and networks such as Women in Banking and Finance.
Women in Leasing (WiL) hold networking events several times a year . The aim of these is to bring women across the industry together to share experiences, discuss challenges, promote ambition and leadership, and encourage networking as a tool for success. Structured evaluations from attendees provide feedback on what the initiative will pursue as it moves forward, ensuring growth and continued success for all involved.
It’s a great time for women to be more involved in Asset Finance so send us your CV if you are thinking of a career move. Info@thcrecruitment.co.uk
There have probably been many customer calls where you think that you have clinched the sale, only for it to end abruptly and you have no idea why. It’s easy to blame the customer in this instance but there are several reasons why it could be YOU that is putting them off. There are some standard do’s and don’ts when it comes to sales calls:
Not intentionally being rude, but mispronouncing someone’s name AFTER they have corrected you, calling them Mrs instead of Miss, forgetting their forename midway through a call, there are all guaranteed to make your customer want to end the call ASAP. Take care and pay attention to these details BEFORE you pick up the phone.
Trying to force a conversation is deadly! You will come across as insincere and “fake” and that signals distrust. Relax your tone, and use language that you are comfortable with and that your customer can relate to. A natural flair for conversation is a huge advantage with a sales person, but you can become better at it over time.
It sounds obvious but actually listening to what your customer is saying is vital. Each customer needs to know that they are important and quite frankly, if you aren’t listening to them, why should they do business with you?
Asking closed questions
When you ask “ Why did you..” or “ Why where you” type of question , you are instantly putting your customer in an awkward position. There may not be a wrong answer, but they will feel that there is and will either close the conversation off, or will become defensive. Letting a conversation flow naturally and asking better questions will go a long way!
Learn to listen ,respect and help your customer and your sales targets will become easier!
In 2015, members of the Finance & Leasing Association (FLA) provided £110 billion of new finance to UK businesses and households, £37 billion of which helped consumers and businesses buy new and used cars, including over 80% of private new car registrations.
The growth in asset finance of new business (primarily leasing and hire purchase) of 12% in 2015 was the market’s second consecutive year of double-digit growth. Figures also show a 22% growth in point-of-sale consumer new car finance volumes in December, and 10% growth in 2015 as a whole. The percentage of private new car sales financed by FLA members through dealerships reached 81.4% in 2015, up from 75.9% in 2014.
Geraldine Kilkelly, Head of Research and Chief Economist at the FLA, said: “2015 was another strong year for the asset finance industry, with new business reaching its highest level since the onset of the financial crisis. Our latest industry confidence survey suggests growth in new business of up to 10% in 2016. The asset finance industry funded almost 32% of UK investment in machinery, equipment and purchased software in 2015, and the FLA’s latest retail motor finance confidence survey suggests that we will see new business growth in 2016 of up to 10%.”
However, all this good news does have a downside, with a huge shortfall of employee candidates. Julie Ramsay, MD of THC Recruitment said: “In the recession, a lot of people left the industry through redundancy, and there followed five static years where there was no recruitment and no training. Now the economy has recovered, we’ve got more vacancies on our books than we’ve had in six years without enough candidates to fill them.
“In fact, the market has changed massively over the past five or six years. Brokers are very strong and there are lots of completely new opportunities thanks to the rise of the challenger banks, so good candidates are very much in demand. In a candidate-driven market, companies are having to act quickly to offer them a job, otherwise they’re gone!”
Candidates: If you’re looking for your next job in motor finance or asset finance we have lots of employers who are offering very attractive packages. So if you’re looking for a new career move, get in touch now to register your interest.
Employers: We are continually adding new candidates on our database so if you have vacancies, contact us to let us know what you need.
It is not what you knowwho you know and it’s what you do with who you knowthat really matters.
Source: Richard Denny
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