All good equipment salespeople become experts on the products that they sell. They take the time to understand how their product works and what it can do. They know the specifications, applications, capabilities, speed, integration and every other facet of the solution. They can rattle off the key points of the solution from memory, and take pride in understanding how it can benefit their customers. When a potential sale is identified, sales professionals invest significant time in moving to the next step. From initial call, to needs analysis, and on to a demonstration and possibly a trial in the customer’s environment, a very precious commodity, sales time, is used.
I recently attended a dinner party at the home of one of my wife’s friends. Her husband, whom I did not know introduced himself, and asked what I did for a living. I told him I was in the financial services business financing and leasing equipment for companies that chose not to pay cash for various reasons.