Equipment Sales Teams

In a recent survey: 77% of small business owners will choose the equipment sales organization that prominently features a finance option over an organization that does not—regardless of the brand. 64% would prefer NOT to use their bank for equipment financing 68% of small business owners look for payment over price. 83% of small business owners will not negotiate purchase…

“We leave the financing to the customer” Nearly 6 out of 10 business owners secure their financing at the dealer Business owners are 3 times more likely to buy from a dealer that offers a finance program over one that doesn’t. “My customer would rather get financing from their bank” 64% of business owners prefer to finance equipment with an…

How many times do small business owners spend significant time going back and forth with equipment specs, only to find out they’ve spent virtually no time preparing the financing? Unfortunately, this is all too common for manufacturers, dealers and vendors. The lack of up-front preparation for the finance process can lead to frustration on both ends of a transaction and…

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,…