Of course you do. And while you’re doing a lot of things right already, the areas where your sales team is falling short could be the very reason a prospect chooses a competitor over you. In today’s crowded equipment market, the pitch sound the same. They promise reliability, they talk about customer service, and they stress the importance of competitive pricing. The problem is, so does everyone else.
If the sales pitch blends in with the rest, you’re leaving it up to the customer to pick from a checklist of near-identical offers.
What Really Sets You Apart?
Improving your sales technique isn’t just about saying something different. It’s about saying it better. The most successful resellers are the ones who create curiosity, spark interest, and position themselves as partners, not just suppliers.
When you pick up the phone or walk into a meeting, you need to achieve two things:
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Offer something fresh and useful – share insight, a trend, or a service the prospect didn’t know about.
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Build curiosity – give them a reason to want a longer conversation.
If your opening lines are predictable, you’ll get predictable results: a polite “not interested” and the end of the call. But if you spark genuine intrigue, you create the chance to book a meeting and build a relationship.
Outdated Sales Habits to Ditch
Cold calling for the sake of activity doesn’t work anymore. Questions like “who are you using at the moment?” or “what rates are you paying?” sound generic and lead nowhere fast. Today’s customers are informed, cautious, and short on time. They don’t want small talk. They want value. That means every interaction must work harder – not just to get their attention, but to move the conversation forward to a decision point.
Turning Interest Into Action
One of the most common frustrations in reseller sales is that prospects say they’re interested, but nothing ever happens. They stall, and meetings don’t get booked. That’s where knowing your customer becomes vital. If you can align your offer to their business needs and demonstrate how financing can make acquiring equipment easier, you stand a much better chance of moving from a chat to a contract.
Think of it as selling the solution, not the product. Leasing and finance can be your ace card here – helping customers access the equipment they want without the upfront capital outlay. For a business under cost pressure, that message lands far better than another pitch about features or price.
Why Curiosity Beats Commodity
When you sell on features alone, you risk being seen as just another option. When you sell by sparking curiosity and showing how you can solve problems differently, you open the door to meaningful conversations. And meaningful conversations are what lead to sales.
Final Thought
The best resellers aren’t louder than their competitors – they’re sharper. They use curiosity, insight, and finance options like leasing to make themselves the clear choice.
If you want to refine your sales technique and offer more than just equipment, talk to grenke. We work with resellers across the UK to provide the training, tools, and finance solutions that make sales easier – and conversations more profitable.
Give our sales team five minutes of your precious time, and we'll ensure your curiousity is met with insight and value!
