Financing Presentation & Options

Purpose

Advanced techniques for presenting financing options to maximize conversion on larger jobs.

When to Use

During every sales appointment for jobs over $1,000, and whenever price is a barrier to closing.

Procedure

Proactive Financing Introduction

Don't wait for objections. Introduce financing as part of the presentation:

When showing the price for each option, include the monthly payment: "The Better option is $6,200, or about $517/month with our 12-month no-interest plan."

Show the monthly payment for all three tiers side by side.

Frame financing as normal: "About 60% of our customers use financing — it's quick and easy."

Financing as an Upgrade Tool

When a customer leans toward Good but you believe Better is the right recommendation:

"The difference between Good and Better is only $[X] more per month with financing. For that small difference, you get [specific benefit]."

Use the financing calculator on your tablet to show the exact monthly difference between tiers.

The Financing Application Flow

Introduce: "Would you like to see if you qualify? It only takes about 2 minutes and doesn't affect your credit score to check."

Open GreenSky (primary) on your tablet.

Hand the tablet to the customer — they enter their own info.

If approved: Review terms together. Confirm the promotional period and monthly amount.

If declined: "No worries at all — let me check another option." Try Wisetack, then Wells Fargo.

If all declined: Focus on the Good option, credit card, or payment plan through the office.

Handling Financing Objections

• "I don't want another loan": "I totally understand. This is more like a no-interest payment plan — you can pay it off anytime with no penalty."
• "Will it affect my credit?": "The initial check is a soft pull — it doesn't impact your score. A hard pull only happens if you decide to accept the financing."
• "I'll just put it on my credit card": "That works too! Just keep in mind our financing is 0% interest, which might save you compared to credit card rates."

Important Notes

• Know the current promotional rates and terms before every appointment.
• Never pressure a customer into financing. Present it as an option.
• If a customer gets approved for more than the job costs, don't suggest additional work just because they have credit available.
• Financing conversion rate is a tracked KPI. Practicing the presentation improves results.

Related SOPs

• Financing Options & Programs — program details
• Closing Process & Techniques — using financing to close
• Financing Application Processing — office processing steps