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What to Expect Early in the Rental Software Sales Process

Kate Miller Kate Miller

So you’re thinking about purchasing rental software. Perhaps you’ve been Googling around, looking at various options. Maybe you attended a tradeshow and saw a great demo, or someone you know has recommended a specific company. So you make a phone call or go onto a website and request more information. Now what?

What to Expect Early in the Rental Software Sales Process

When you first get on the phone with the salesperson, there are a few things you should expect. Typically, the salesperson will ask you questions about your business. They should listen to you talk about your challenges and goals. According to Jeff Loomis, Business Development Director at InTempo Software, these early questions are crucial. “It helps us understand if our solutions are going to help them solve their problems. It also focuses our conversation on the aspects of the technology that are most important to that person and business.”

Next, the discussion should turn to what type of system you are looking for, including the key question of whether you need fully integrated ERP rental software or a front-end solution that integrates with an accounting package like Quickbooks. According to Loomis, having a basic understanding of what type of software you’re looking for before sitting through a demo can help you avoid wasted time.

Budget is, of course, another crucial factor. Loomis cautions that while it can be tempting to look for an inexpensive option or setting a firm budget, doing so may actually end up being more costly. He cites the example of enterprise rental software, which handles everything from the front counter to the back office. “Think about the value you put on your business. If you don’t have to do manual invoicing, if you don’t have to go into Excel and generate an invoice for every transaction, it could save you hours every single week that you can go focus on other things. It can save you the salary you’d otherwise have to pay for an employee.” Think about where your business is now, and where you want it to be a few years out. As you weigh the pros and cons of different software options, keep that roadmap in mind.

Regardless of your needs, you’ll want to work with a salesperson who understands your business and your needs. When you sit through a demo, focus on the value the functionality of that particular system provides to your business. Your return on investment comes not only in rental revenue, but also in time saved and efficiencies gained. Your company is priceless to you, so you’ll want the best software you can get — a system you’ll be happy with today and in the future. Want more resources? Here's a blog post on six questions you should ask before buying rental software.

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