A conscious competent service/maintenance technician will at some point find a need to present or provide the customer with recommendations or options. We often have to understand in sales the varying consumer personalities demand we present differently to support their buying style (matches their social styles). To that end, we need to understand how to present the options in a trial close form, based on what we learned from our questions. This applies to a basic service call for conducting repairs that are not required but recommended, the options for club agreements, accessories, duct or airflow modifications, Indoor Air Quality solutions, equipment repair versus replace, Insulation, Plumbing Accessories or add-on possibilities and of course financing as part of the presentation. We utilize our questions and support materials to focus the client on solving their needs, wants and desires. Learn all of this and more in this section on presenting options.
Determining the client needs is crucial in getting the sales presentation options focused on the areas in which a client would be interested in buying. This is all about asking questions and learning the right process to get into a conversation, and then making the emotional connection with the client. This video focuses on the questions and the connection process so we can get to the correct presentation.
Run Time: 36:38