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The Story of Greg and 
Techtron IT Solutions
Part 1






Greg had been working in IT since he left university.  On his 35th birthday his boyfriend of 10 years, Joe, proposed, and Greg was overjoyed. 

However, although they had some savings, they could not decide whether to use them to get married, to buy a home together, or go on a trip to Australia where they had lots of friends and family. 







The day after his birthday, Greg started a new job as the sales director for an industry leading company called Techtron. 

This was a real step up for him, and he was keen not only to make an impression on his new boss, but also to earn enough commission to be able to buy a home and possibly take a trip as well.






On his first day at Techtron, Greg met his team, listened in on some calls, took a look at their recent numbers, and started to evaluate their sales strategy. What he found surprised him. 

Although Techtron had a high number of customer enquiries, their conversion rate was low, and lots of upselling opportunities were being missed.





Greg met with his sales team leader, Tara, to find out what was happening.

'We find lots of leads go cold when they find out the price, or they're at the top of their budget already so there's not much point trying to sell more to them,' Tara said.




 

'What about offering finance as a payment option so they can spread the cost? How often do we do that?' Greg asked.


 

'We don't bring it up first, but we do work with some direct funders, so if the customer asks for it and they've good credit we can usually arrange it.'


 

'Why don't we tell every customer that finance is an option? Or at least include in on our quotes?'

 

Tara said, 'Wouldn't that sound like we're suggesting that they can't afford to pay in cash? We don't want to offend people!'




Greg was surprised. In his previous role, they had included the option to pay via finance on every quote. It showed the customer how they could spread the cost over 3 or 5 years via low fixed payments, as well as the other benefits of finance, without the need to address the topic of affordability at all.

Greg picked up the phone and called Ben from his previous finance brokerage, and together they concocted a plan.






The following week, Ben from the finance brokerage visited the sales team at their offices to deliver some training on the benefits of finance and how it could help Techtron to increase their sales.




Continue Greg's Story

Click the button below to see what Ben said to the team at Techtron.



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