Offers that are hard to answer with “we’ll think about it”.
The customer does not explain why they hesitate. Put the monthly payment in the quote straight away, so they have both figures without asking. You do not have to decide on the financing yourself. Your role is to help the customer understand their options.
Offer the monthly payment straight away. The customer will not ask for it.
The customer will not tell you that money is tight. They say they need to think, ask for more quotes or stop replying. None of these tells you the reason.
I need to think about it. I'll also get a couple more quotes.
I'll send a quote with the monthly payment next to the purchase price. Then you have both figures to compare.
If no answer comes, you will not know whether the obstacle was the price, the timing or something else. That is why it does not pay to hold the monthly payment back for an objection that may never come. Example conversation, not a customer quote or a promise about financing.
The customer journey to a confirmed offer.
- 1
Find out the need
What work does the customer do, which device suits them and how long do they need it?
- 2
Show the options
Compare the purchase price and the operating lease terms. Make clear the term, the monthly payment and the options at the end of the agreement.
- 3
Guide to the application
Start the application with the customer in the agreed channel. We assess the application and let you know the answer. If approved, we sign an operating lease agreement with the customer and buy the device from your company.
Three things that keep trust.
The monthly payment is one part of the decision
Also talk about the term, the fees and the return or buyout terms.
Every application needs our assessment
Explain to the customer what happens after the application is submitted. Do not promise a financing decision before confirmation.
Agree on service separately
Make it clear who is responsible for delivery, maintenance and repairs, and what is included in the price.
Partner channel sales fee.
The sales fee is paid into your own account. We agree on the fee and payout terms before we start working together. We will also go through registering your account.
Make the monthly payment offer familiar to your team.
Together we will look at one of your usual sales quotes and how the customer gets to an application.