| Critical Sales Tool |
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| Written by Gerry Egan | ||||
Page 1 of 2 In this Sales Make It Happen column I wrote and which originally appeared in Leasing News in 2006, I wrote about the importance of using an effective lease versus purchase comparison as a sales tool and gave some keys to creating one. A Critical Sales Tool Too Often Ignored Imagine selling successfully to the most successful businesses in your market, getting virtually every application you work on approved, and spending almost no time at all defending your rates. If you can only imagine that because it doesn’t describe your own business, then imagine this, too. Imagine that selling like that is far easier and far more productive than how you may be selling right now. …Ah, but there’s the catch! You may need to change how you’re selling now. Are you willing to give it a try? In the next few minutes, I’m going to tell you about one single thing you can do that, in and of itself, is so powerful it can make selling like that a reality. Here’s that one thing: Create an effective lease-versus-purchase analysis. First let me tell you why it’s so important and so powerful, and then I’ll tell you how to create one that will be truly effective. |
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