Years ago I can remember reading an article that stated something to the effect that an average CEO achieved greatness by surrounding him/her with great employees.
I've always envisioned the Print4Pay Hotel forums as the place to go in the Office Equipment Industry to ask questions, glean knowledge, along with getting quick and timely answers that can help us sell more and provide for our families. Thus, I'm always thinking of ways to add value to our Print4Pay Hotel members.
Today, the Print4Pay Hotel forums welcomes our newest member aka "Lease Maestro". Lease Maestro will monitor the forums and answer to the best of their ability any and all questions that are related to leasing. Leasing plays such an important part in our business that I think it's awesome to have a dedicated professional with 25 years plus experience to help us when we have some of those difficult questions.
It's my general belief that many dealers and direct channels are not educating their sales teams about all of the leasing options/solutions that are available to them on a daily basis.
For instance, if you're confronted with a prospect who does not want to lease and only wants to buy, and that prospect then tells you that they don't have the money to purchase the system now. WHAT DO YOU DO?
It's obvious in this case (I've seen it over and over), that the prospect does not want to lease because they have been conditioned that they will not pay the interest that is associated with a 36, 48 or 60 month lease. They want to own the equipment!
Many years ago when I was a rookie, I was presented with that objection from the prospect. I couldn't get past the objection and didn't get the sale.
So, the next time when my leasing rep visited our office for training (remember when they used to do that), I posed that objection to them. The solution was to offer the prospect a "bakers dozen" lease. The "bakers dozen" enables the customer to make 13 lease payments and they then own the equipment. You take the purchase price divide by 12 for the monthly payment and then wright the lease for 13 payments. The 13th payment is the interest on the lease (check with your leasing company before doing this). The next time I was presented with the same scenario, I presented the "bakers dozen", got the order and still use the "bakers dozen" approach to this day.
OK, so there are many financial solutions that are available, however, for some reason it seems these solutions don't make it to the sales teams.
Lease Maestro will be our virtual leasing expert! In the next 30 days or so, Lease Maestro will be have a weekly featured blog on our site and will run once blog a week for 25 weeks.
You can check out Lease Maestro's wall page here and it would be awesome to welcome them to our site.