7
Use promotional financing
to meet the needs of both
types of customers.
Appeal to cash buyers with deferred interest plans
2
, so they can keep their
own money for other purposes, or use it to add special touches to their project.
Help monthly payment buyers to proceed with their project, or add upgrades
that increase value and satisfaction with reduced interest rate plans.
Action item Create scripts for your sales professionals to help
them present compelling messages about affordability to both cash buyers and
monthly payment buyers.
