The programme compares the main financing solutions available to a client and shows when each one is genuinely the right answer.
Participants examine the structure and pricing of classic lending, the mechanics of lease purchase and the accounting and tax consequences of long term leasing arrangements. Client profiling and advisory technique are practised alongside argumentation and the handling of common objections.
Risk and the securing of the transaction are treated as part of the sale rather than as an obstacle to it. The programme ends with closing simulations on realistic client situations.
Who it is for
Relationship managers and sales staff advising clients on financing solutions.