Can you imagine putting together a proposal for a prospect that included every equipment solution available? You just tell the prospect to pick the options that work best for them. Wouldn't that seem like a disaster of a sales strategy? That type of buffet line selling makes you irrelevant. You relinquish all control this way. It is a complete setup for failure.
So, be honest with yourself, do you recommend one sole payment option in your proposal much like you propose a product offer? Or do you provide your customers with a buffet line of options they can choose from? Do you show the cash price, a lease price and a Shield price?
Not getting involved in what we call the how to buy part of the sale leaves a missed opportunity on the table to add value to your sale.
Frontier Shield is a value adder and if proposed correctly can be a game changer in the sales process. Shield provides your customers with benefits other payment options can not compete with. Therefore, the worst thing you could do in your proposal is to line up all of the payment options and leave your customer at the buffet line to choose something they know very little about.
If you include Frontier Shield as a pricing option with the other two payment choices, $1.00 buyout lease and cash, you have just mixed two commodity payments with one value payment. That’s the old and dangerous mindset of “I don’t care how you pay for it just as long as you buy it from me.”
People Don't Buy Products, They Buy Benefits
Sales 101 will tell you that people don’t buy products, they buy the benefit your products provide. You are well aware that Frontier Shield provides more benefits to your customer than the other payment options. Don’t take away from those selling benefits by diluting your sale with options that are an apples to oranges comparison.
You Will Not Lose A Sale By Only Recommending Monthly Payments
Have the confidence to know that if you lead with the Frontier Shield monthly payment option and your customer comes back saying they want to pay cash, you will not lose the sale. You simply show them the cash price. The only thing that we have seen happen when a sales rep leads with Shield is the customer begins asking the competitors to show them a Shield price, which they unable to do.
Have you ever been faced with the objection "your Shield payment is too high"? Learn how to easily overcome this common objection.
