So, what does it take to be a valued vendor?
It takes knowledge and that knowledge is not limited to just copiers, content and IT services. Many of us need to have a clue when it comes to financing. Thus when we're with a client talking about products, services and acquisition options it's a good thing to understand why financing options can help your client achieve their goals.
I was taught by one of the best leasing reps in the nation about leasing, the rule of 72, rule of 78 and the benefits of leasing for clients. I would bet dollars to doughnuts that 85% our reps could not explain more than one reason as to why leasing is beneficial to the client. I believe this knowledge helped my to close more deals just because I had that financing knowledge and the basic concept. It's still helping me close more deals than the average bear!
No one techs leasing anymore. It's a lost art and I'm going to change that. Look for more content in upcoming weeks that will train your reps to be experts with financing options.