Last Updated Sep 29, 2010 9:44 AM EDT
First, here's the email:
I just discovered your articles, and I'm hoping you can help me. I sell multifunction copiers for a small business. Some copiers are purchased, but the majority in the industry seem to be leased for 3 to 5 yr periods. These leases are impossible to break without payiing them in full and possibly incurring a penalty.SCENARIO: You're selling copiers and the customer says something like "we have 2-3 years to go on our lease."
I seem to get the "We're already leasing" and either "just signed within last year" or "have 2 to 3 yrs to go" objections quite often. My boss seems to think that we sales reps are getting this objection too often, and that the customers are therefore snowing us. Of course, I don't think I can call them a liar when they say it.
Am I missing something? Do I simply move on to the next suspect, or do I try to pursue? How do I know to what extent the customers are being truthful? And how do I prevent the snow-job (if any) in the first place?