When sales reps ask the question, “How do you plan to pay for this?” or “Do you want to lease or pay cash?” the typical answer from their customers is “cash.” Most technology buyers are not educated on other avenues of acquiring new technology, or don’t understand the underlying benefits leasing can provide to their business. While cash and bank lines are options, they can negatively impact a customer’s bottom line. Leasing may have less of an impact on a customer’s cash flow and doesn’t require precious working capital.
By asking the following impactful, needs-based questions you will differentiate yourself, eliminate competitors and put yourself in a position to sell more long-term contracts.
