Have you ever noticed salespeople that are strong equipment experts are often not your star performers? Why? It could be work ethic, drive, the love of the hunt, the ability to connect with people. Or, it could be that they don’t talk about the money until it’s too late.
If you can’t pay for it, they can’t buy it. Yet, too many equipment salespeople spend time sharing their brilliance of the technical details of the assets when the customer is simply not in a position to buy financially.