How Offering Payment Options Drives Purchase Decisions

Unpacking New Insights About Buyer Intent

False assumptions: Many dealers think the decision to pursue financing happens late in the transaction, after the purchasing decisions have been made.

The real deal: In a survey* of over 5000 recent equipment buyers, the results clearly showed buying intent was shaped by payment option visibility. In other words, financing drives sales decisions, rather than the other way around.

By the numbers: Here is a breakdown by asset class:

Sales Quote Buyer Motivations by Asset Class

Online Buyer Motivation by Asset Class

Takeaways for brokers: As a broker, you can offer customers quick “As Low As” payment options dealers can use to drive sales. You might be able to go even further by placing direct-action online buttons, banners or links to get application flow.

* 1H22 Greenwich | Sawbux Survey of Commercial Finance Decision Making

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