Finance can be exciting…. not many people say that. But if you use finance pro-actively it can work to benefit all parties involved and you end up with a happy customer.
Here are some reasons as to why you should offer a rental option alongside your cash price: In essence, remove the financial objections as early as possible.
1. You reduce the chance of your customer going with the competitor that does offer rental options.
2. You can deal with Procurement and Finance departments at the same time. Before you spend time selling, it’s good to know the client has the means to pay for the acquisition. It thus reduces the sales cycle and again the client is less likely to open the door to competitors.
3. Clients tend not to haggle over rental prices, as they do with a cash value.
4. If the client’s budget does not free up until say, next April, offer a deferral on the first rental.
5. There may be a multitude of rental contracts still running – you can tailor the rental payments on your offering to wrap around budget constraints.
6. Offer to settle outstanding leases and let us tidy up their cashflows into one manageable contract.
Listen to financial objections carefully, as there are often ways to deliver a financial solution which you may not be aware of.
Contact us for advice or further information about the benefits of sales-aid leasing.
