Closing More Packaging Equipment Sales – Overcoming Capital Budget Limitations

Prospecting isn’t easy.  By the time you get deep enough into your sales process to actually present your packaging equipment to a serious prospect, you have invested a huge amount of time and effort. So it makes sense to squeeze the maximum potential from serious prospects you have already invested in. The key to success in sales is identifying the pain behind the buying decision. Let’s focus on a common reason why serious prospects don’t convert to sales:  “I don’t have room in my capital budget.” How do you overcome this?  Obviously, lowering your equipment cost is not ideal, and it won’t solve your customer’s problem with spending a large cash outlay. The... Read More