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HELPFUL TIPS TO
INCREASE SALES BY INCREASING LEASING...
SELL THE BENEFITS OF LEASING - Leasing helps
you sell equipment, so it's important to know how your customers can
benefit.
PRE-QUALIFY YOUR CUSTOMER - Don't be afraid
to ask questions i.e. How is your credit?,
How long have you been in business?, How do
your tax returns look?, etc
If you know your customer's credit profile, you'll know how to
proceed with an approval!
OFFER LEASING WITH EVERY PROPOSAL - It's
much easier to sell an affordable monthly payment than it is to sell price. Include an
estimated monthly lease payment with every proposal. Your option may be better than what
your prospect has in mind and more importantly, better than your competitor's!
QUOTE PAYMENT, NOT RATE -
Payment is much
more meaningful than rate, since it relates 
more directly to budget and profit. Your
prospect wants to know what is the total investment and how it will impact their bottom
line.
DETERMINE YOUR PROSPECT'S COMFORT LEVEL -
"Does a $700 or $800 monthly payment fit into your budget Mr. Prospect…?"
Determine up front where you need to be and what you need to sell to get the sale.
BREAK IT DOWN IN YOUR PROSPECT'S LANGUAGE -
Every industry evaluates budgets and profits using different time constraints. Hotels
measure cost per room/per day. Dry Cleaner's track revenues and expenses weekly. Put your
finance proposal in your prospect's language and it will be meaningful to them helping you
close the sale quicker and easier!
COLLECT ADVANCE PAYMENTS - Anytime you can
get advance payments from a prospect, you decrease the chances that they will back out of
the deal. Leasing is the perfect reason to get a payment up front. Explain that if the
application is denied, the advance payment is fully refundable.
COMPLETE THE LEASE APPLICATION NEATLY AND FULLY -
Avoid delays and include relevant information that will increase the chances for approval
i.e. Well established bank references, equipment list, etc..
BE CREATIVE - Offer
payment structures to
meet the needs of your prospect's cash flow requirements. i.e. Lower payments during slow
periods, nothing down, no interest for 90 days, etc
CALL OR LOG ONTO
www.mybestlease.com - We're here to
help! Call your representative for answers to tough questions or if you feel uncomfortable
asking your prospect for credit information. Use us to help you sell the
benefits of
leasing so you can increase your sales by increasing leasing!