While speaking with a new client the other day, it occurred to me that many equipment sellers shared his thinking before they learn more about leasing. His comment was: "If our buyer can’t come up with the money, we’ll call you." This short-sighted thinking seems to change when the sales rep truly understands...

By Michael Henley President

...Why Highly Successful Equipment Vendors
Offer Leasing Up Front

 

 

Increases Sales
Leasing makes sales possible when the customer has limited cash, does not want to use his bank credit line, or wants to take advantage of other leasing benefits such as lower payments, longer terms or tax advantages.

Sells More Expensive Equipment
For just a few more dollars a month your customer can enjoy higher quality, more features, a better model, or other benefits from upgrading.

Leasing is Like a Cash Sale
With a lease, your company gets paid cash from the leasing company a few days after equipment delivery. Your sales record will show the lease as a cash sale, and you closed a sale you might have lost without using leasing as an essential sales tool.

Sell a “Bite” Instead of a “Gulp”
It is easier to sell a $500/month “Bite” than it is to sell a $20,000 “Gulp”.

Leasing Closes Business
Get the prospect off the street by getting their agreement on the lease financing terms. They will often consider that lease financing decision the same as a decision to buy from you.

Sell “Pay-as-it-Earns”
Compare low lease payments with profit potential of the equipment. Let the equipment earn its own way. Also, if the buyer waits until he has the cash, your sale may die.

Add Another Sales Closer for Free!
If you could add an employee who’s job was to stay on top of closing various prospect leads, and do it for free, would you do it? Of course you would! The best part is you don’t have to settle for a trainee, we’ve been closing sales leads since 1979.