As a salesperson, your job is to assist the client in making a purchasing
decision. You should do so by providing good information that's easily
understood.
"Let's
say you repair the saw this year with an older part, seeing as there are no
new ones, at a cost of $1,000. You have to replace the used part again next
year, and the cost of the part has gone up. You now pay $1,500. The next year,
you pay $2,000. That's a total of $4,500, half the cost of a new machine.
Eventually you'll have to pay premium price to have the machine rebuilt
or have parts custom made.
"If you buy new, all of your repair costs
are covered for three years. After that, the cost of parts is about a third
of what it would cost you now to repair the saw. Eventually, you'd spend
the same amount of money fixing an old and potentially unsafe machine when
you could have bought a new one.
"Second, only one quarter of the labor
needed to run the manual saw will be needed to run the new one. Now, that
may mean job loss, but it may not. The money you save on labor costs can be
used to buy a second machine. This way you can bring back a number of workers.
This way, job loss will be minimal, and production will have doubled, allowing
you to eventually bring back all of the workers into new positions."
Wrap
up by repeating your key sales argument: that the cost of repairs will be
zero for three years, compared with thousands of dollars if the client keeps
the old machine.