At the beginning of the sales call
To determine at the outset how your customer plans on funding the system.
To pre qualify the prospect by determining if they have the funds available.
To overcome objections of the economic decision maker early in the sale.
To provide the total solution and distinguish yourself from the competition.
During the sales process
To put the "What is the price?" issue behind you with monthly payment logic.
To illustrate the actual economics of the purchase.
To develop the optimal discount strategy (price and interest rate).
At the end of the sales cycle when closing
Use a trial close and ask if the monthly payment will fit your customer’s budget.
Add urgency to the close using potential rising interest rates.
Avoid budget constraints with structured lease plans and deferred payments.
