Menu Selling
Menu Selling is a powerful sales
tool which allows you to present the customer with a series of
items for purchase grouped together as a package. You can then
print out this menu and present it to the customer. This gives a
the customer a better idea of what you are offering for a specific
price and helps close the deal.
For example, assume you want to present to the customer some
add-ons. You have two different add-on options to sell: a warranty
(option #1) and custom wheels (option #2). You may wish to show the
customer four different options on a menu and let the customer
select the option he or she wants. The prices for the option plan
selected can be automatically entered into the deal. The menu you
show this particular customer may contain:
- The total price of the vehicle with nothing else added (first
plan, no options)
- The total price of the vehicle with a warranty added (second
plan, option #1)
- The total price of the vehicle with a dealer-added item such as
custom wheels (third plan, option #2)
- The total price of the vehicle with a warranty and the
dealer-added item (fourth plan, options #1 and #2)
The power of menu-selling comes from its visual nature. People
understand what they see much more clearly than just what is
explained to them verbally. Using this notion in any aspect of
sales will help to increase your customer's awareness of the
product he's buying and keep disputes from arising in the future.
It also gives the customer a feeling of comfort because he more
clearly understands the deal presented and can make an informed
choice rather than having additional sale items forced onto him --
and that helps to build a loyal customer base.
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