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Date(s) - 12/12/2018
11:30 am - 1:00 pm


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Cross Serving Guidelines – Sales Presentation with Marvin Montgomery

Customers have two types of needs when they are making a purchase, identified and the unidentified needs. The identified need is usually shared up front. I need paint. The unidentified needs are up to us to uncover by asking questions and listening. Your job is to serve not sell your customer’s products or services that they were not aware of. “Customers do not like to be sold but they do love to buy.” Stop inconveniencing your customers or forcing them to buy products and services you provide from someone else. Maximize every customer encounter by giving them an opportunity to buy more using the following Cross Serving Guidelines.

1.         Surface the unidentified needs by asking question, active listening and having the ability to recognize the customers verbal & nonverbal cross serving buying signals

2.         Showcase the need for the product or service with a visual demonstration or verbalizing the benefits.

3.         Give your professional Recommendation and assure the customer they are making the right decision.

4.         Write it up to confirm the importance.

5.         Trial Close

It’s everyone’s job to make sure that every customer is aware of all the products and services that will benefit him or her at the time of purchase. Don’t force your customer to make those purchases somewhere else.  Maximize every opportunity. It’s not how many customers you have; it’s what you do with each one through effective cross serving techniques.



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