Increase your Sales Volumes by using NPC Executive Financial Consultants Leasing Program!
VENDORS USE OUR LEASE FINANCING OPTIONS BECAUSE?
They close additional sales, shorten their sales cycle and add value for their clients!
WHY WOULD YOUR CUSTOMERS LEASE THEIR EQUIPMENT?
Exponentially assists in sustaining a positive cash flow position! They keep their cash or bank lines intact and are allocated for other projects and or purposes and their money is not tied up in equipment.
It’s easier to justify productivity gains or cost saving against a monthly payment.
Leasing is an easy and convenient way for your clients to get the equipment they need.
Leasing the asset can be a way to get there equipment now, rather than having to wait for the next capital budget cycle.
Leasing may also qualify as an operating expense instead of a lump sum capital expense, which may provide them with tax benefits. (See Tax Treatments on our Leasing Page)
The lease has an expiry date, which provides a pre-empted built in refresh point for your next sale. This is especially important for technology that changes over time – your customers are never “stuck” with old technology, but just as importantly, you know when they are due for an upgrade. Your competitors do not.
Closing additional Sales, how DOES LEASING contribute in assisting with closing ratio’s?
Leasing helps you close more sales by controlling the selling process from beginning to end, including dealing with the money part of the sales process. Some people are not comfortable talking about money or bringing up budget in the sales process, but it is vitally important to make sure you know how the customer plans to pay for their new equipment. Many equipment sales are lost when the sales rep does not offer financing and leaves it up to the customer to call around or make their own arrangements for financing. If the customer is turned down by their bank, chances are that customer will look to the equipment company that offered them financing in their proposal to try to obtain the equipment rather than coming back to you. Banks are very conservative, and we have seen many examples where a bank declined a loan, but we approved a lease
CONTROL THE SALES PROCESS FROM BEGINNING TO END AND discuss FINANCING as EARLY as possible IN your SELLING PROCESS.
A common mistake equipment sales rep makes is to wait until the end of the sales process to bring up financing. Once a customer had decided not to purchase your equipment due to budget or cash flow reasons, it can be very difficult to get them back onside with your offer, even with a financing option. It becomes too little, too late. Waiting until the end of the sales process can also lead to wasting time on customers that won’t qualify for financing and don’t have the cash to pay for your equipment either.
On a final note about controlling the sales process, it can also be overwhelming to the customer if the equipment salesperson simply offers the names of a variety of leasing companies, putting the onus on the customer to do their own research and select the most appropriate option. As a best practice, we recommend that you choose one leasing company that you trust and can rely on to recommend to the customer.
Contact one our Professional Equipment Lease Finance Managers in your area to assist with additional advice in providing guidance to your Salesforce to perform at an optimal level.