Recommendations Require Justification!

The major focus of a recent training session I taught was Cross Serving Guidelines. We discussed the proper way of introducing additional products or services that had previously been identified during the needs analysis. 

The questioned was asked, “How do you make sure that the customer does not feel like you are trying to sell them more stuff?”

My response was this: “Anytime you suggest or recommend additional products or services, you must be able to justify it. In other words, you must showcase the need through demonstration and education.”

Any recommendation of additional products or services requires justification, so the customer doesn’t feel like you are doing it for personal gain.

GET MARVINIZED!