BNP Paribas Leasing Solutions has announced a free one-day course on financing that channel sales teams can use to help close more customers.
Andy Milsom, head of training and partner development at BNP Paribas Leasing Solutions, said overcoming customer cash restrictions can be key in the current financial climate, and salespeople can therefore benefit from understanding the full range of finance offerings available.
"We know from experience that the risk of a customer walking away from a cash sale in today's climate is high. We also know from our own research that order sizes are typically 32 per cent higher when made using finance rather than cash," he said.
He claimed the financier wants to help companies avoid wasting their sales efforts and 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," he said.
Milsom added that his company's course, called Finance Unlocked, is the only one designed to help sales teams develop this confidence, knowledge and skill set.
Subjects covered include business types and related trading styles, how businesses keep track of financial performance, cashflow's importance, types of leasing, submitting a proposal, and the different factors that can go into a decision.
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