The acronym ARC stands for
* Ask
* Recommend
* Close

!ASK
3 questions
* Start with an open-ended welcome question: "what brings you in today?"
* Follow with at least 2 qualifying questions.
** How are you plannlng to use the product?
** What has worked for you ln the past?
!RECOMMEND
3 products
* Use your product knowledge to suggest 3 Items that match the customer‘s needs.
* These 3 are the best for you. Let me tell you about the dlferenoes between them.
!CLOSE
and cross-sell in 3 steps
* Make a closing statement: "It sounds like this one is your top choice. Should I bring it up front?"
* Answer the objection."Ink is really not expensive when you factor ln the cost per page"
* Cross-sell at least 2 Items or attachments: "We have great deals on Ink and
paper today would you like me to share them with you?

<<image /static/files/MBI/Other/newsalesapproach.jpg width:200>>


Source: Harvard Business Review Nov 2011 - Page 50
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sales_public
created
Sun, 18 Dec 2011 15:18:39 GMT
creator
dirkjan
modified
Sun, 18 Dec 2011 15:18:39 GMT
modifier
dirkjan
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creator
dirkjan