This session on making recommendations focuses on the part of the sale where you advise the customer, and recommend or demonstrate products and services that you feel are best for them, based on what you have found about their wants, needs and preferences. Making recommendations is not about taking a customer down a pre-determined route; it is about helping them to make the best decision. This session focuses on the skills and techniques needed to help you to help the customer make the right decision.
In particular, by the end of the session participants will be able to:
- Explain why we should recommend and demonstrate when selling
- Use features and benefits to help a customer to understand what a product or service will do for them
- Structure your presentation to communicate key points effectively