Let’s Close Financing Objections with a Close

By | January 21, 2016

People like monthly paymentsOk, you talked me into it. One more post on “financing partner objections”. But it’s not really an objection – it’s a benefit. And that’s the close.

If you are an equipment manufacturer or reseller, and you aren’t offering some kind of financing, I want you to do something. I want you to call in your salespeople for a little meeting, and ask them a simple question: “If we made it easy for a customer to pay, would that help you?”

I guarantee the answer will be a resounding “yes”. There’s no way it will be anything but.

In fact, your salespeople might get excited about the prospects of offering a payment option. And you know that salespeople who are excited about something sell more (truthfully, them being excited should get youexcited!) That’s because giving your salespeople a tool like “hey, we can get you this great item for only xyz a month” is ridiculously powerful. Good salespeople know this, and, if you start offering a payment option, they will add it to their arsenal of closing techniques. Your salespeople are good, right?

Let’s recap – I spent several posts going over objections to taking on a financing partner. One by one, I dispelled the incorrect notions that financing is complicated, risky, and such. Now I’m wrapping this series up (and really, this is the last post on it) with the rock solid reality of how financing is a powerful closing tool. I’ve seen it happen time and time again – offering financing is magical in terms of how it can get salespeople motivated, and by extension, increase sales. Sometimes markedly increase them.

Ok, it’s 2016, and there’s lots of ground to cover in the months ahead. And despite Section 179 being made permanent, you know I’ll continue to have plenty to say about it. In fact, it’s coming next post.

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