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Drive you Sales figures and profits up!

Sales Training

Guaranteed to drive sales and profits up!

Specifically tailored to Asset Finance, Leasing, Vendor Sales and Sales Aid sales forces. Never struggle with price and cost justification again!

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Is Sales Training really £WORTH£ the Value?




The value of sales training becomes clear if we look at, as an example, a customer with 20 salespeople whose average order value is a conservative £15,000, with an average margin of £3,000.

There are five key sales opportunities for increasing revenue in the“selling with rentals” model:

• Margin increase on pro-active leased versus cash sales
• Winning deals from ‘no decision’ customers – preventing poor cost justification
• New business deals that would never have happened with ‘cash prices’
• Winning more competitive deals through better cost justification
• Increasing average order values

Assuming, very realistically, that each sales person can ‘win’ four more deals per year - a well-trained team should easily exceed this - from the opportunities above, and that we can increase margin, and/or average order value, through the use of rental selling techniques by five per cent overall:

20 x 4 = 80 extra orders

80 orders x £15,000 = £1.2m

= £240,000 more margin + conservative additional five per cent (i.e. £12,000) through ‘rental sales’

= Total margin increase of c. £250,000


Of course, the effect is also a large increase in lease penetration but more importantly for the vendor there is real growth in sales and profit, share prices, and company worth. Once a pilot programme is established with manageable numbers, a results comparison is typically available within three to four months.

 

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