As you’re likely familiar with, there is no set sales script across every industry. In fact, sales persons that follow a repetitive monologue sales script historically don’t deliver the best results.
There are a variety of leases available for technology equipment. Each is designed to accomplish different things based on the need of the organization procuring the equipment. For example, you can find lease alternatives that allow you to lease to own, or lease to use, or lease with special options such as changing out the solution as needed.
Furnishing an office with the necessary equipment to stay competitive in today’s market can require a lot of capital—especially if you plan on making a cash purchase.
If ownership is your end goal, there are other means to attaining office equipment rather than paying for it upfront and tying up your capital. Instead, you could lease to own it. Or, you could lease to simply use.
Have you heard the term “recurring revenue”? It’s not new, but it is what all of the big players in the premise and hosted markets want. Check it out:
- ShoreTel – Customers now focus on "total cost of operations instead of total cost of ownership.”
- Cisco – ”Having businesses based on recurring revenues gives companies and analysts better visibility on future revenues.”
- Mitel – Companies are looking for collaboration solutions that allow them to “flexibly manage their cost structure.”
So often, towards the end of the year, budgets begin to dry up. Thus, making it difficult to make sales happen. But, in case you did not know, 90-day deferral can counter that excuse and help account executives and solution sales professionals get in some great year-end sales. So how does it work? Often it is just as simple as these 4 steps: