The price of a similar product from competitors

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The second type of clients are people who are just planning to start their own business and are looking for the necessary equipment in advance.

When selling complex equipment to such buyers, it is important to remember that these people are unlikely to be familiar with all the intricacies of its operation. Therefore, it is worth introducing them to a specialist in this matter.

The peculiarity of working with a client here is that the person does not yet understand what difficulties await him, and therefore has a poor understanding of the importance of customer service.

You should explain how to maintain the equipment and how often it will have to be done. Be sure to let the client understand that by signing a contract with your company, he will save himself many problems in the future.

How to Sell Complex Equipment While Standing Out from the Competition
Only by understanding the advantages argentina mobile phone numbers database of your terms and products over competitors can you convince the client to work with you. Attention should be focused on several points.


If it is lower, why? Can't you give a discount too?

Distinctive features of goods sold by competing firms.

Try to find out from customers – both your own and those who have contacted other companies – about the advantages and disadvantages of these devices. Or try to find this information on special forums.

How to Sell Complex Equipment_Service

Service maintenance.

How much does it cost from competing companies? What guarantees do they provide? What makes your service different? What can you offer the client that your competitors don't?

Operating cost, which refers to the amount of funds required to maintain and service the purchased equipment.

If you are selling complex and expensive equipment that is not easy to replace, then this indicator plays a very important role.

But the fact that the equipment is cheap can also be turned to your advantage by proving to the client that if the device breaks down, it will be easier to buy a new one. That is, no investment in repairs and forced downtime waiting for defects to be fixed. There will even be spare parts left.