I have written before about callers who ask for the wrong information when buying a new truck.And I've mentioned that each fire truck purchase has 3 economic stages. And that each stage has a different BIG question to answer and with different tools.
So, here's what who are missing the boat about their purchase ask
- I need a quote to show the council we need a new truck.
- I need a quote with 3, 5, 7, and 10 years with no money down and some money down
Here's what I hear
- I still have to convince the council to buy the truck and hopefully a payment might sell it. This is using a Financing Tool to handle the Justification stage. Justification means showing that buying makes more economic sense than not buying. Here's the tool to do that - Download it here.
- We are in agreement to buy the truck but have no clue how much we can afford. We really need help setting a budget to know how much we can afford. The Budgeting stage happens after the Justification stage, meaning there is agreement to buy and it's time to get specific. Here's the tool to help with budgeting - Download it here.
SummaryIf you are still trying to convince someone it's time to buy or determine how much you can afford, you are missing the boat. Get the right tools for the right stage.
John R. Hill