Like most sales professionals, I sometimes become bogged down in the importance of value proposition as the main reason our vendor partners choose to do business with us. When asked, clients often provide some of the most revealing insight into an originator's real value proposition. When asked this question recently I listed attributes which I believed our vendor partners would say were our most beneficial offerings: fast turnaround, competitive pricing, easy documentation process, etc. However I was a bit surprised to hear that most important to them were not necessarily the value components of our offering but these reasons instead:
- Professionalism
- A "can do" attitude
- Reliable personal service
- A straightforward approach to business - no nonsense
- A trustworthy individual with dependable service
- A business partner in good times and not so good of times
- A friend
In other words, professionals want relationships with other professionals. Origination is personal; sales are personal. People deal with people that they like and trust. Important lesson learned: We make a difference because of who we are and how we interact with others. We all have a personal value proposition and when we flaunt our personal attributes we increase our network, our business partners, our production, and our personal incomes.
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