Ignorance Is Not Bliss When Recommending Payment Options

Jan 23, 2019 8:11:00 AM by: Jason Lowery

They're Not Mind Readers A common argument we hear all too often from sales professionals is, "I don't do leases because my customers don't ask for monthly payment options." We very quickly follow that up with the simple question, "well, did they know that a monthly payment option was available to them?" Read More

3 Ways Shield Helps You Sell More CPE In Your Sales Process

Oct 19, 2017 8:44:00 AM by: Emily Smith

You would think it would be difficult to differentiate yourself by recommending payment options. They're a commodity. Everyone can provide a cash purchase price or a $1 buyout lease. This makes it easy for customers to shop. They shop for the lowest price, causing you to take yours lower and having to shrink your profit margins. Read More

3 Reasons The Monthly Payment Proposal Is So Important To Your Success With Frontier Financial

Sep 13, 2017 2:59:12 PM by: Scott Morgan

In the sales process, would you give the customer a list of different technology equipment to choose from? Probably not, as you identified their pain points and business needs and knew what solution would work best for them. So, why wouldn't you do the same for payment options? Taking monthly payment options from the Frontier Financial portal and putting it next to the cash price is a recipe for ... Read More

The Simple Sales Series: It's Time To Throw Away Everything You Think You Know About Interest Rate

Aug 16, 2017 8:03:00 AM by: Suzann Clark

As a sales professional, the topic of rate is brought up pretty frequently when discussing payment options. Customers often have the preconception that all interest rates are the same. They seem to get sticker shock when they see "higher" rates when looking to obtain CPE technology solutions. It has become quite an issue, especially since some rates are at an all time low right now. So, how do we ... Read More

The Simple Sales Series: Knowledge Hacks To Improve Your CPE Sales Recommendations

Jul 26, 2017 8:02:00 AM by: Jason Lowery

In CPE sales, locating and hunting down a lead is half the battle. But once you have a prospect on the line, locking them down with an awesome what to buy and how to buy total solution is often the hardest part. However, it helps to have a basic understanding of what the two main forms of procurement can offer your customer. It is actually a must-have when positioning the ultimate total business ... Read More

Help Customers Own Their Premise or Cloud Equipment For Less Than A Cash Purchase [INFOGRAPHIC]

Jul 19, 2017 8:21:00 AM by: Scott Morgan

As a UC sales professional, your expertise goes beyond the technology components of a solution recommendation and you understand it is generally not in a customer's best interest to own telecom and IT equipment. Read More

How Leasing Is A Smarter Procurement Choice Than Cash When Buying Voice, Video or Data Equipment

Jul 12, 2017 8:14:00 AM by: Scott Morgan

Although there are very sound arguments against it, some customers are very adamant about wanting to own the telecom and technology equipment they use. Read More

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