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."