A competitor may have faster availability of equipment, or your customer might be willing to sacrifice quality for price. Each sales situation can present different barriers that must be overcome. With experience, good salespeople learn to dig out and identify a barrier and then hopefully overcome it. However, there is one barrier that often is difficult to know how to address. When these prospects put you off, it can sometimes be with a non-logical objection.
Prospects sometimes substitute a facade for the real reason for no sale.
Here, offered in the proper manner, leasing can help produce a closed sale. Given that the use of leasing can indeed have an impact on your efforts to penetrate the eighty-percent of no sales, how then does the competent salesperson effectively use this sales tool.