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July 25, 2013updated 12 Apr 2017 4:01pm

BNP Paribas launches IT sales training scheme

BNP Paribas Leasing Solutions UK has launched a free training course for technology suppliers’ sales teams to help overcome customer cash restrictions and explain the benefits of leasing over cash.

By Peter Johnstone

BNP Paribas Leasing Solutions UK has launched a free training course for technology suppliers’ sales teams to help overcome customer cash restrictions and explain the benefits of leasing over cash.

The programme, Finance Unlocked: how to sell and win with finance, covers modules such as: why businesses need finance and how they can get it; the importance of cash flow; the role of leasing in business; leasing routes to market; and submitting the proposal and factors affecting decisions.

Staff from organisations such as TalkTalk Business and Olivetti have already attended the one-day course, which can be attended as an open event for individual delegates or run as an in-house training programme.

Andy Milsom, who heads up training and partner development at BNP Paribas Leasing Solutions, and first conceived of the scheme, said "the risk of a customer walking away from a cash sale in today’s climate is high", and company research shows order sizes to be "32% higher when made using finance rather than cash."

He added: "We want to help companies avoid wasting their sales efforts, and help them make all deals as profitable as possible. This means ensuring their sales teams are confident enough to explore a prospect’s financial situation in some detail, so they can take a more strategic approach to sales and financing."

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