Nimans is to launch a series of training sessions for resellers designed to promote the concept of leasing arrangements to its dealer community.
The telecoms distributor, which was dealt a blow earlier this week by the loss of its Avaya contract, believes that promoting leasing as an alternative to box sales is a far more effective means of doing business in tough economic times.
The masterclasses will highlight selling on return on investment and tax benefits, among other things.
Nimans financial services manager Gail Fitton said that the sale of leasing contracts was a different game to promoting technology on its functionality.
"You are speaking to more senior staff and need to provide a compelling argument. You will also need the confidence and knowledge to highlight the potential tax advantages of flexible finance solutions," she said.
"The fundamental aim of these workshops is to increase closure rates," she added.