The program will typically end on a
Packages screen. The obvious question
that the customer will have is "how much is it?".
You will already have filled out the Menu
and Packages forms.
Generally:
·
Resist the temptation to ask: "What do you
think?"
·
Be prepared to go right into discussing the
value of each of the items.
A very successful approach is to lead
with the Menu Review Form, and then finish with the Packages Summary. Under this approach, each item and its value
are reviewed individually, and then the packages reviewed, along with
applicable package savings.
Life and Accident and Health are normally
separated out, and not quoted as part of the Menu, and separated out at the
bottom of the Packages form. This reduces the price of the product packages,
and allows a separate presentation on these two items.
Using
a Menu Review, each of the items would be reviewed on the paper Menu with the
customer, followed by the Packages Summary.