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Review title: A must-read not only for sales-reps
Product review: I never thought add-on-selling might be easy as that. Think about it: First, turn to the clients real problem and fix it. Then, build the mental bridge for your customer (that seems to be the critical part: don't push, just make it appear the result of a coincidental telephone-talk). Then, present offer and benefit. Then close. Jim Domanski works his readers through this 4-step-process in every single one of his 13 typical add-on-situations. Plus lots of job-aids that really help you get things together. Good stuff!
