Equipment Dealers - You're still not quoting a monthly payment?

Equipment Dealers - You're still not quoting a monthly payment?
Your competitors are offering quotes to customers who could
be buying from you. Don't lose these sales! Statistics
prove that 80% of prospects who plan to finance equipment
will accept your monthly payment option.

Do most of your customers pay cash? Consider those who
don't, or those who can't. Presenting them with choices
could open doors for them and increase sales for you. For
example, maybe they need additional equipment, but can't
spend the cash up front. When you offer financing options,
your client's purchasing power is increased and his money
works harder and smarter.

Waiting for the customer to ask about payment options?
Don't. Initiate the financial discussion so they don't have
to. Customers don't want to be perceived as unable to
afford your equipment. You don't want to be perceived as
being inexperienced, or worse, unconcerned about their
business. Get payment options on the table up front and
they will become more comfortable and more focused on your
presentation.

Are you bringing up payment options only when you think the
prospects can't pay cash? Making that determination could
be costing you money. Offering options to every prospect
will make money for you. Differentiate yourself from the
majority of your competitors. Many equipment sellers still
fail to present financing proposals to their clients. Use
the financing option as a simple but effective close: Will
you pay cash or may we arrange financing for you?

Do your customers have their own sources for financing?
Offer them an option and give them the opportunity to make
a change. Customers are looking for a total business
solution and part of what you sell is customer service.
Payment options should be included in that service. Your
customers will appreciate the one-stop shopping aspect of
doing business with you.

Don't lose another buyer to sticker shock. Follow the
proven success model of the automobile dealership. Much of
their success results from the financing options they
advertise and offer to the buyer. How many cars would they
sell if they didn't? In effect, they are selling monthly
payments, often easier than asking for the entire price at
once. Follow their example and acquire that 80% of the
market who will accept your financing proposal.

Reluctant to get involved in the financial aspect of sales?
Don't be. Instead, take control. Build a relationship with
a lender who offers simplicity in the application process
and promptness in the approval process. You'll avoid the
pitfall of giving the client a list of lenders to contact
on his own, where he risks being turned down. The end
result could be your loss of the sale. When you secure the
financing, you maintain control of the sale.

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Sean Marten, an Account Executive at a leading software
financing company, has many years of experience in software
leasing and software financing. Articles written by Mr.
Marten about business and software financing can be found
at: http://www.crestcapital.com/equipment_loan_media .