ARC

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?

Source: Harvard Business Review Nov 2011 - Page 50