Getting vendor salespeople to sell the payment vs total cost

[Jay Heiden]

With today's uncertain economy, vendor salespeople are having a tougher time making the sale. I believe now is a great time for us in the leasing industry to help train our vendor customers to better utilize leasing as a sales tool. I will be speaking at a vendor sales meeting in September on that specific subject. I have many ideas but would like to get some input from some of the veterans out there as to what they have included in similar presentations. Delivering a "killer presentation" would really help cement those vendor relationships and was hopeing that I would not have to recreate the wheel.

thanks,

Jay Heiden
TriQuest Capital
[e-mail]

[Mike Ramsay]

Hi Jay
I'd like to help as it's my speciality. I work with lessors and their Vendor programme customers. I help Leasing people to win and develop their sales aid and vendor programmes. As a sales trainer I work with asset salespeople in many products. My programmes based around "Selling with Rentals", "Solution selling made simple" and "Helping cutomers to Buy". All focus on why Cash led selling creates objections and defeats good selling practises then shows how "Rental perspective" in all sales helps to prevent price objections and create excellent cost justification habits.
For lessors - remember we must win th salespeople over for THEIR reasons not ours.
Take a look at my website www.personatraining.co.uk - you will find a useful article I wrote plus you can listen to an Audio file from one of my customeer's training aids.
Email me back - I could send you some PPT - what assets are you in?
Rewgards
Mike Ramsay

[Frans Jansen]

Jay,
I just got back from a fantastic holidays in Tuscany so I reply with some delay. Personally, I don't believe that economic circumstances should have a great impact on leasing opportunities. Having gone through a few cycles myself, I realize that there are reasons to opt for leasing both in economic rescession, as well as in times of boom. In case of recession, it's just a question of singing it out until the next boom. In times of boom, it is putting some money aside for the upcoming recession (which is almost guaranteed) and -since you're putting money aside- use leasing as the vehicle to overcome turbulant times.
Good luck with your presentation, Frans

[dave sendlak]

Jay,
I had this as a topic in one of my Newsletters - hope it helps

Vendor Partnerships

As we all look for better and more efficient ways to market our capabilities and engage in opportunities, it is apparent that vendor partnerships are a good way to go. Just some random thoughts on how to get their attention and keep it. (Rate Charts are not the answer. Show some value add)

• Know their product and their market place – inside and out
• Offer Lease training, initially, and on an ongoing basis to their sales people
• Show them how they can sell MORE product through leasing
• Make joint calls with them
• Include a monthly lease payment in every proposal
• Bring your vendor partner leads
• Integrity – you never lease a competitor’s equipment especially if your vendor partner introduced you to the customer
• Offer your services to provide their customers with trade in incentives to replace the incumbent’s equipment
• Technology refresh options that allow the customer to upgrade to the latest technology
• Create a Funding Pool, facilitating a balanced portfolio of credits and allowing for some of those C & D credits to be offset (risk wise) by the A & B’s.

NOTE: I have had much success with the Funding Pool approach. It can be a bit complex and tricky, so if you want more details on how to set one up, let me know.