The first training session involved ‘Selling on Rentals’ and attracted dealers from across the country who learned how to make sales more appealing compared to upfront cash investments.
“Sales aid leasing is fast becoming a major factor in any successful sales strategy. Adding a lease option with a reputable finance partner can significantly enhance revenue potential and overcome a customer’s budget restrictions,” said Head of Dealer Sales, Tom Maxwell. “How they price-up business, per person or per headset for example, and how they quantify sales opportunities were some of the areas we focused on. We highlighted the benefits of breaking down a one-off cost that could scare off customers, so that dealers can sell solutions in a more attractive and cost effective way.”
He continued: “Let’s say you have a great product and a customer who needs that product to expand their business, but what happens if the customer is not willing to make a large capital investment? The answer is leasing. Once the lease is expressed as a monthly payment a customer can clearly see how the benefits of new equipment can easily offset the monthly payments.
“In addition leasing helps a reseller keep control of their customer base, improve profits deal by deal, grow order sizes and increase repeat business.”
Over 30 resellers registered for the first event, from all four corners of the country, as Tom concluded: “Webinars allow us to engage directly with customers wherever they are based. They don’t take up too much of their time and obviously there’s no travel costs involved. Leasing continues to be a very valuable resource for resellers and we want to spread the word as far and wide as possible. Since launching this financial service over two years ago we’ve seen demand increase year-on-year by more than 200%.”
‘Targeting the Decision Maker’ and ‘Return on Investment’ are the next two webinars to take place as part of the comprehensive on-line training strategy.