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:

1. The total price of the vehicle with nothing else added (first plan, no options)
2. The total price of the vehicle with a warranty added (second plan, option #1)
3. The total price of the vehicle with a dealer-added item such as custom wheels (third plan, option #2)
4. 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.