What if prospects knew the lowest equipment sales price before the sales person walked in the door? Would the sales presentation change? Would sales professionals still invest time to find out what equipment is right for customers?
Sales people are taught to use their experience and product knowledge to diagnose needs and recommend the right equipment for each customer.
The newly formed National Print Owners Association (NPOA) is collecting equipment purchase information from members for $2,000+ acquisitions. Their objectives are:
No matter how excited prospects are to know the bottom line price; the full story is never contained in a few pieces of information such as: 1. Selling price. 2. Lease Payment, 3. Lease length and 4. Equipment description.
Every equipment sale is different. Seldom does it boil down to the three or four details. There are at least eleven more financial pieces of information needed.
a. Number of payments due
before the lease commences.
Be prepared to handle the news when your customer tells you they know your bottom line. Realize they know some of the details. Help them with "the rest of the story" as Paul Harvey, famous ABC Radio broadcaster used to say.
Mary A. Redmond provides highly specialized information for corporations, managers and dealers who negotiate and manage leases. With 28 years in the leasing industry, including 21 working for the largest leasing companies in the U.S., Mary knows leasing. You may reach Mary at 913-422-7775 or firstname.lastname@example.org
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