Selling Equipment Leasing
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Equipment leasing currently accounts for $120 billion in sales, and the field is growing. But to compete successfully in this lucrative market, you must understand more than the products and services you're selling. States author Michael Berke, "Sales success depends upon what you know about the overall financial market, your own organization, the types and characteristics of other financial alternatives available, the capabilities and shortcomings of your direct competition, and the specific characteristics of the market segments in which you sell."
The author describes the structure of the typical leasing organization in detail to help you build a firm foundation for understanding, and making, leasing sales. You'll discover how the credit, contract administration, accounts receivable, and legal departments operate, why they are necessary and how they view salespeople. You'll also find out how you can maximize sales production while staying within generally accepted organizational and marketplace guidelines.
Using case studies and examples, the author discusses methods for marketing and direct selling, telemarketing, and identifying decision makers; the benefits of leasing for both vendors and end-users; the components of lease structures; and structuring leasing and financial transactions. He also explains how you can develop and maintain a winning attitude - an essential complement to your technical skills and products knowledge.
There is more to leasing sales than simply qualifying buyers and extending credit. In today's rough-and-tumble world, lessors need to satisfy customer needs with innovative products and services and ensure that delivery is guaranteed every step of the way.
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