Recommending the Right Membership
Recommend the appropriate Membership without overselling.
The best recommendation is the one that genuinely fits the homeowner.
An oversold tier cancels; a right-sized tier renews.
A recommendation without a reason is just a price.
Four steps to a recommendation that fits
Never begin with pricing. Begin with customer needs.
A recommendation, done properly
“I own several properties and travel frequently.”
Recommend and justify
Five customer scenarios
Choose the Membership that genuinely fits each homeowner.
“Single owner, newer home, wants basic peace of mind at the lowest commitment.”
Say the reason out loud
Check your understanding
What comes immediately before the recommendation?
'I own several properties and travel frequently.' Recommend…
A single homeowner in a newer home wants basic peace of mind at the lowest commitment. Recommend…
It is acceptable to recommend the highest tier by default and let the customer downgrade.
Recommend the right Membership.
Not the most expensive Membership.
You can now…
- Apply the recommendation framework
- Match a homeowner's priorities to Essential, Valued or Preferred
- Give a reason with every recommendation
- Recommend without leading on price
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