Purchasing, servicing, and replacing or upgrading equipment is a significant capital investment. Leasing offers clients the following benefits:

• Cash Flow Management - Low monthly payments and minimal up-front cash outlay
• Speed - Short one-page application. Subject based on credit approval and transaction size.
• Flexibility - 100% financing of the invoice
• Customized Payment Structures - 90-day deferred annual payments and skip payments, among others
• No Blanket Lien - Only the equipment is required as collateral. Personal and business assets remain protected.
• Tax Advantages - Lease payments are usually considered a pre-tax business expense, and equipment leases qualify for the Section 179 deduction
• Fixed Payments - No matter what happens with the market in the future, your lease terms are locked in
• Lines of Credit Remain Protected - Your borrowing power can be reserved for other business needs
• Avoid Obsolescence - Leasing affords the option to upgrade your equipment when it has outlived its use
• Competitive Edge - Leasing provides the advantage of using tomorrow’s technology today

For a no obligation instant quote, see the information below:

When you discuss Equipment Leasing services, do the following:

1. Identify Opportunities

   Always be on the lookout for individuals who may benefit from Equipment Leasing services. Below are examples of prospective clients.

   • Business owners with broken equipment 
   • Small businesses looking to expand 

2. Discover Client Needs

   Before you recommend a product or service to a client, prospect, or friend, it only makes sense to recommend things they might actually need or like. This is why it's important to ask questions that help us gain insight about an individual's banking preferences.

   
   

   Sales Associates

   To identify if Equipment Leasing services is right for each prospect based on his or her needs, ask qualifying questions and listen to verbal clues. Below are examples of qualifying questions and clues:

   • Do you need to lease or own equipment? 
   • Do you have any plans for expansion? 
   • How has the economy affected you and your businesses?

   
   

   Non-sales Associates (Take it to 10)

   If you do not feel comfortable with Equipment Leasing services, but are working towards your Take it to 10 goals, do not focus on a specific product. Instead, ask if the prospect is interested in the services provided at CCB. To do this you might say:

   I work at Capital City Bank and we offer several products and services designed to meet your banking needs. Would you be interested in learning more about them with an associate of mine?

3. Recommend Products/Services

   When you have identified a need or learned about a prospect's banking preferences, you are ready to make recommendations that align with his or her goals.

   
   

   Sales Associates

   Below are examples of what you might say when recommending Equipment Leasing services after having used the qualifying questions.

   Mrs. Simpson, I think our Equipment Leasing service might be the right product for you. It allows you to lease need equipment, rather than buying it outright. This way, you don’t need to worry about being short of cash. 

    

   Non-sales Associates (Take It to 10)

   If you are simply trying to make a referral to CCB, then you are recommending the bank, and even a specific banker. Below is an example of how you make this recommendation.

   I recommend Capital City Bank, not only because I work there, but also because it is a great place to bank. We are a strong, stable community bank with a variety of personal and business products and services. I would be happy to connect you with a friendly banker who would be willing to help. 

4. Handle Objections

   It is highly likely that once you make a product or service recommendation, you will receive objections. Before responding, keep the following points in mind:

   • Make sure you understand the question or objection
   • Be empathetic
   • Address the question or objection even if you can't change the product or service
   • Check with the prospect to make sure he or she accepts your response or explanation

   
   To respond to objections, use Feel, Felt, Found to structure your responses. Below are examples of objections and suggested ways of responding.
   
   

   Sales Associates

   Client Objection: "I'm not sure if I want to use my house as collateral." 

   Feel: I understand that you may be concerned about losing the collateral.  

   Felt: Many of my clients have felt the same way.  

   Found: Clients are often initially concerned about losing their collateral when they apply for loans. Actually, most of them have found that the only chance they will lose the collateral is if they could not pay the loan. In your case, considering the amount of money you are borrowing and the term, you only need to pay around $200 each month. Is that something you think you can handle?

   
   

   Non-sales Associates

   Client Objection: "I have to talk to my business partner."

   Feel: I understand that you need to speak with your business partner. 

   Felt: Most people like to compare a few places or get recommendations before doing something. 

   Found: Most people I talk to find that Capital City Bank has all the bells and whistles of the big banks with a small community feel. You can always speak to one of our bankers who can tell you more about our Equipment Leasing service with no strings attached. Would you like me to have one of them give you a call?

5. Ask for the Business

   If you did not receive an objection or have already come to an acceptable resolution with the client or prospect, you are ready to ask for the business. Asking for the business is how we move the sale forward. Below are some examples of what you might say to ask for the business.

   
   

   Sales Associates

   • May I start your lease application?
   • Would you like to start the application now?
   • Do you want to apply today?  

   
   

   Non-sales Associates

   In the case of an associate who is making a referral for Take it to 10, you are trying to get the prospect to agree to meet with a banker about a need. Below are some examples of what you might say to do that.

   • May I get your contact information so I can have my friend, ___________, call you?
   • Can I get your name and number so I can have a banker call you about completing your lease application? 
   • May I have a banker call you to help you find the best credit product for you?

6. Make a Referral

   If you are a sales associate or non-sales associate who cannot process a business lease application, but have identified someone who is interested in a loan product, remember to refer him or her to an associate who can help.

   
   Making referrals at Capital City Bank is as easy as A B C! Below is an example of the ABC method to making referrals. 

   
   

   Acknowledge or Ask questions about a need.

   What do you typically look for in a financial institution?

   
   

   Bridge with a transition statement highlighting how Capital City Bank can meet that need.

   I work at Capital City Bank and we have great products to help meet your financial needs. 

   
   

   Connect to a Capital City Banker that can help.

   Our Business/Community bankers, commercial lenders, and presidents can help you find the best loan for your company. Would you like for me to have a banker contact you at a time that works for you?

7. Process the Sale

   Sales are processed in generally one of two ways:

   • The associate who can sell the product follows established policies and procedures to close the sale.  
   • An associate connects the person to a qualified lending associate using a Synapsys referral for the business loan application. The qualified associate then completes the application.
     
     

   Additional Information on Sale Processing

   See the Synapsys referral instructions.