Monthly Archives

July 2016

Increasing sales with payments…without knowing anything about finance

By | Equipment Sales Teams | No Comments

It’s just hard to be an expert at everything. And we find many manufacturers, dealers and vendors of commercial equipment are frustrated with the complexity of offering finance programs to their customers. Lots of paperwork, bait and switch lenders, customers turned down and it can take a really long time to get paid. But the advantage of offering payments to…

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Do equipment sales team behaviors and the definition of insanity share the same neighborhood?

By | Equipment Sales Teams | No Comments

The colloquial definition of insanity: Doing the same thing over and over again and expecting different results. Yeah, but what do they know about commercial equipment sales? Well, nothing. But considering the author of the quote was Albert Einstein and he basically was the smartest dude ever—I wouldn’t count him out when applying this to the behavior of commercial equipment…

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Be honest: Does offering financing to customers intimidate you?

By | Equipment Sales Teams | No Comments

Intimidate – [in-tim-i-deyt] – v.: To make timid. To fill with fear. Equipment expert and finance expert are not the same thing. Many equipment pros are amazing equipment experts but when the conversation moves out of their comfort zone…money…they’d prefer to let their customers figure it out on their own. Are you afraid to offer financing to your customers? Here…

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Can you afford to keep up with technology? Here’s a thought…

By | Business Owners, Equipment Sales Teams | No Comments

There is a “person” in your phone that answers your questions. Amazon seems to read your mind when you land on their website. Some cars even parallel park for you. Often people think of companies like Google and Apple when they think of technology innovation, but in business, technology advances extend far beyond the mobile devices and websites. Commercial equipment…

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Sell more equipment in 2016 at a lower net investment to your customers without losing margin.

By | Equipment Sales Teams | No Comments

What if you could sell more equipment in 2016 at the same or better margins while your customers enjoyed a lower net investment. What if your customers could have more or better revenue producing equipment in-service without spending more total money?  They can. In December, Congress brought back the strength of the Section 179 Tax Deduction for businesses. Under the…

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Overcome the price objection. Easier.

By | Equipment Sales Teams | No Comments

In this highly competitive marketplace, equipment sales teams can easily become frustrated with pressure on price. Sales gurus will tell you, and correctly so, that we should all be focused on selling value over price—that a “total solution” approach often allows you to win more business and more profitable business. And while they are correct, some people are just about…

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A better way to acquire equipment?

By | Business Owners, Equipment Sales Teams | No Comments

For most business owners, equipment acquisition happens in the break/fix moment. Recent research points to more than 60% of all small business owners replacing equipment only when they absolutely have to. But with the price of this equipment being so significant and the enormity of downtime expenses, is this the right approach? The downside of waiting until you have to….

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