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Why You Must Be Concerned With Financing
There are two questions every one of your prospects ask ...
(1) How will this equipment benefit me? and
(2) How am I going to pay for it?
In small, entrepreneurial companies cash is a major consideration.
These people have a lot of places to put their precious cash other than
into equipment, so they generally need outside help to acquire your
products.
In larger companies, executives face Capital Acquisition Committees,
skeptical bosses and/or budget challenges. They usually have to prepare
justification studies and follow complex procedures to get internal
funds allocated to their projects. These roadblocks can be more
daunting than a simple cash shortfall is for a small entrepreneur. But
often these same executives can commit to lease.
You Must Assume That Financing Plays A Role In Every Sale. | 
For Equipment Sellers
