Financing Options Explanation for Techs

Purpose

Equips service technicians with the knowledge to explain financing options to customers in a straightforward, non-salesy way.

When to Use

When presenting options that exceed $1,000 or any time a customer hesitates on price during a service call.

Procedure

When to Bring Up Financing

Proactively when the estimate is over $1,000: "Just so you know, we do have financing options available."

When the customer says "That's more than I expected" or shows hesitation on price.

When comparing Good vs. Better options: "The Better option is $X more, but with financing that's only about $X/month difference."

What to Say

• Keep it simple: "We partner with [GreenSky/Wisetack] to offer financing. Many customers take advantage of 0% interest for 12 months. It takes about 2 minutes to check if you're approved."
• Show the monthly payment: "For the Better option, that works out to about $[X] per month."
• Don't pressure: "No obligation to use it — just wanted to make sure you knew it was available."

How to Process

Open the financing app on your tablet (GreenSky or Wisetack).

Hand the tablet to the customer — they enter their own information (SSN, income).

Approval typically comes back in 1-5 minutes.

If approved, review the terms with the customer (monthly payment, promotional period, what happens after).

If declined by first option, try the secondary provider: "Let me check one more option for you."

If all financing is declined, offer the Good option or discuss other payment methods (credit card, check).

What NOT to Do

• Don't act as a financial advisor. Present the facts, let them decide.
• Don't share the customer's financial information with anyone.
• Don't make them feel bad about needing financing — it's normal and most customers use it.
• Don't push financing if the customer says they prefer to pay in full.

Important Notes

• Financing increases average ticket value by making Better/Best options accessible.
• Know the current promotional rates — they change periodically. Check with the office.
• If the customer has questions you can't answer about financing terms, connect them with the office team.

Related SOPs

• Good/Better/Best Presentation (Tech) — presenting options
• Financing Options & Programs — full financing program details
• Closing Process & Techniques — using financing in the close