That's one of our best printers
Start the conversation with a fact about what they're looking at
Introduce yourself with a handshake
Hi my name is Jeremy.
Introduce Yourself and Get the Customer's Name!
Show that you are excited to help find a solution
I can definitely help you find the right printer
Build trust with the Up Front Agreement
Is it okay if I ask a few questions? It'll help me make the right recommendation.
Explain how the process will work and build more trust
If at any time you have a question please stop me
How does that sound?
When done correctly, the Up Front Agreement takes around 30 seconds and is really effective at establishing trust.
Trust is the key to confidently recommending a complete solution.
Qualifying the Customer