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Education is the key

Jamie


Jamie Pritchard – Head of Sales

Published 02.05.2019

If you were looking for words to describe what you think makes a great sales person, you’d probably say something like ‘empathy’, ‘resilience’, ‘hard-work’ or ‘confidence’. However, you might not automatically think of the word which I think best describes the characteristic only the very best salespeople possess – ‘mentor’.

I believe the job of a great sales person is to educate. Gone are the days when success was pretty much solely determined by the strength of their relationships – a modern sales person needs to offer much more and provide real value to brokers. With so much competition and so many products to choose from, they need to help brokers to identify the most appropriate solutions for their customers.

It’s why we place such importance on educating our Business Development Managers, not just when they join Precise Mortgages, but throughout their time with us. As Head of Sales for Precise Mortgages, a huge part of my role is making sure my team are equipped with the knowledge and skills they need to deal with complex and unusual situations, the kind of cases you won’t find on the high street and you might not be entirely comfortable with.

Too many sales people concentrate on the wrong things – they think they need to sell criteria, but what they actually need to sell are solutions. It’s all about getting to know brokers, knowing who their customers are, understanding their business and presenting them with ideas.

To ensure you get the support you need from Precise Mortgages, we’ve expanded our Sales Team considerably in the last two years. It means wherever you’re based, one of our Business Development Managers is never far away if you need some help.

Click here to find who your nearest Business Development Manager is. Don’t hesitate to get in contact with us if you need any support– it’s what we’re here for.

In addition our office based Sales Support Team now reviews every Residential and Buy to Let DIP decline on our online system to see if we can identify an opportunity to help. If we can, we’ll contact the submitting broker to discuss the case.

And don’t forget that you can also call our dedicated support team on 0800 116 4385 between 9am and 6pm Monday to Friday if you’ve got any questions you need answering.

 

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