The Solution...

Shire Leasing in conjunction with AIM Knowledge, have created a programme that will improve the knowledge and ability of your people to sell more, sell more on lease and generate additional revenue.

Below you will find details of this time-efficient programme and discover how you and your organisation can benefit from a sales team that is trained in selling your offerings on lease effectively.

"One Hour Road to Leasing Success" effective training of supplier sales people in how to sell more effectively on lease.

This programme has been delivered to several Shire suppliers so far and the feedback has been really positive:

"I will now use weekly rather than monthly costs, when breaking down the cost price"

"I never fully understood the tax benefits of leasing"

"I can see how leasing enables a client to purchase higher value better specified equipment"

We have found that many equipment sales people have an aversion to selling and promoting asset finance.

Very often the objection they raise is that offering leasing gets in the way of achieving their core objective: to sell their organisation's equipment.

However, by participation in this programme we have been able to demonstrate not only the benefits to them and their organisation but also sow the seed that if they aren't offering leasing, the likelihood is their competitors are and potentially not only have they lost the opportunity to upsell but also risk losing the deal.

The format of the programme is as follows: An individual participates with one of our experienced coaches in an hour long tele-conference, the content of which is outlined below in greater detail.

It provides a time-efficient opportunity to explicitly promote the benefits of leasing and overcome any fears, concerns or objections they may have to its use.

"Road to Leasing Success" is an exclusive sales aid to Shire Leasing Plc.

Programme Content

Introduction and fact find
The purpose of this section is to briefly introduce the structure of the programme to participants and develop an understanding of their market and product offering. In addition, we are keen to uncover their attitudes and feelings towards leasing. During this section, we will also ascertain how they are remunerated and how important achievement of target is to them.

What is leasing?
The purpose of this section is to explain in a fairly straightforward manner the concept of leasing and contrast it with straightforward purchase. We touch upon the tax benefits associated with leasing and the opportunities it presents to equipment suppliers.

Benefits to your client
In this section we explain that leasing is a common methodology for equipment acquisition and is used not only by government bodies and health authorities but also by a significant percentage of the Times Top 100 Companies. We also revisit the tax benefits and introduce the cashflow implications of leasing from the clients perspective.

Benefits to you and your organisation
In this section, we explain how leasing can benefit them personally from a target achievement point of view and more importantly secure sales that could otherwise accrue to their competitors. We demonstrate the importance of the cashflow implications both to them and their organisation.

How to present and close
In this section, we discuss how the leasing option is best offered as an integral part of the sales process and how its presentation differs depending upon the client's business. For example, an organisation looking to source IT equipment will have different benefits than an organisation looking to acquire a revenue generating asset, such as a sun bed or vending machine. In addition, we explain the importance of breaking things down into weekly or per usage amounts and demonstrate how this can make their proposition more attractive.

Objection handling
In this section, we touch upon common objections, such as the preference to using cash or bank finance as opposed to leasing and explain the importance of the clients fully utilising all funding options especially in the current credit environment.

Administration & call to action
In this final element, we explain the simplicity of putting in place a leasing agreement and, with input from Shire Leasing, go through the appropriate paperwork or online requirements and the ease with which a leasing quotation and ultimately a sale can be obtained.

To reserve your places for this programme contact your Shire Leasing account manager 01827 68939