Becoming an TdlJS Preferred Partner (Vendor) has many benefits. It opens up a complete new window of opportunity to your sales department and relieves and capital outlay if your company currently handles financing or offers Net Terms. Here are some guidelines our Partners use. Understanding these important factors will help realize boosts in sales and overall customer relationships.

1. ALWAYS QUOTE MONTHLY PAYMENTS, NEVER TOTAL PRICE.

   Often the hardest obstacle to overcome in a sale is the price. The better your equipment is, the more the customer may think I can't afford it." Anticipate this objection and overcome it by quoting a low monthly payment instead of the total purchase price, thus preserving your gross margin.

2. MENTION THE MONTHLY PAYMENT EARLY.

   Many salespeople carefully avoid mentioning the price until the close of the presentation, even though price may be the main concern in the customer's mind. By mentioning the monthly payment early, the customer is free to concentrate on the benefits and features of the equipment without a high cost looming as a barrier to the sale. The customer's decision can then be made based upon what the system will do, not what it will cost.

3. RECOMMEND THE 36-MONTH TERM FIRST.

   When your customer asks, "What's the price?", respond with the monthly payment for a 36-month term. This way, yon will find out how close you are to the customer's budget. If the customer objects to the length of the term, raise the term to 48 months with a slightly lower monthly payment. Leasing's flexibility allows you to adjust the term to suit ALL your customer's needs!

4. CALCULATE THE MONTHLY PAYMENT BEFORE YOUR SALES CALL.

   Frequently, you have an idea of the type of equipment and size of sale your customer is interested in before making a formal sales call. Use your leasing rate factor card to calculate the monthly payment on several or so possible equipment configurations. By doing this, you will know in advance a number of different payment alternatives that you can provide your customer when you meet with him. That way, you will be able to mention the monthly payment early in your presentation.

5. TALK ABOUT THE RETURN ON INVESTMENT.

   Talk about the monthly payment in simple terms. For example, below is the monthly, daily, and hourly cost of leasing a computer system for 36 months:

   Monthly Cost: Daily Cost: Hourly Cost:

6. USE THE LEASE TO UNCOVER OBJECTIONS AND CLOSE THE SALE.

   A successful salesperson will be closing the transaction throughout the sale. An initial trial Close tells you if the customer is ready to make a decision. To the question, "Do you prefer the first payment I quoted or the second?", the customer may respond. "Well, I'm not sure I want thi5 equipment at all." This provides the opportunity to ask why and uncover the objection.

   If, on the other hand, the response to the trial close is positive, then it is time to ask for the equipment order and lease credit application.

   Regardless of how you introduce it, leasing helps you close more sales!

TdlJS MAKES LEASING EASY!

Here are the seven steps..

1. The vendor will have the customer complete the Credit Application:

   TdlJS will either approve or decline the application within tour hours of receipt.

2. If credit is approved, TdlJS wilt fax a completed lease form for the customer's signature. This fax will serve as the original lease documentation. if the vendor has a thermal fax mTdlJSine, the lease must first be copied onto plain paper and then signed by the customer.

3. Follow the simple instructions on the cover page.

4. Note: The Delivery and Acceptance is on the bottom of the Cover Page. Make sure the customer (Lessee) signs where indicated on both the Cover Page and Page One of the Lease. The customer must also initial Page Two of the Lease.

5. Collect a Security Deposit check for two payments made payable to TdlJS

6. When an officer of the company (President, V.P., Secretary, or Treasurer) is not available to sign the Lease, the signature of a Manager will be accepted.

7. Send the original Lease, along with the Security Deposit check and the Invoice for the equipment:

8. TdlJS, upon receipt of the documentation and the check, will remit payment to the Premier Partner.