13
Listen to your
customers
and sales
professionals.
Revisit your financing offers from time to time. GreenSky
offers a ton of plans, but your best bet is to find a few
that work with the kind of projects you do and the types
of customers you serve.
Action item Encourage sales
professionals to keep track of the estimates they
prepare for each prospect presentation and which
option the customer chooses. When you fail to win
the business, contact the prospect to find out why.
Encourage them to be completely honest. Use this
data to make future decisions on which financing
plans to offer. You may occasionally wish to "test" a
new financing plan by asking the sales team to add it
to selected prospect presentations.
