One Pair, Two Pair, Red Pair, Blue Pair: Multiple Sales

Author: Debbi Bennett, ABOC, NCLE-AC

Debra Bennett has no relevant financial relationships to disclose. The content and format of this course is presented without commercial bias and does not claim superiority of any commercial product or service.

Course Description

This course is designed to expand the knowledge of the eye care professional (ECP) in using techniques and strategies to convert the sale of one pair of eyeglasses into two or more pairs purchased at the same time. The course highlights traditional sales techniques and expands on the knowledge to successfully offer a second pair. After completing the course, an ECP will have some extra tools and ideas to cinch the sale of multiple pairs of eyeglasses.

Course Objectives

• Demonstrate the ability to create a multiple sales opportunity using trust and education
• Assess various presentation approaches
• Apply lifestyle listening techniques
• Categorize buyer strategies
• Predict and troubleshoot patient objections to making a second pair purchase
• Define useful promotions and addons that help generate multiple pair sales through the use of promotions and add-ons

Course Assessment

There is a 20-question test at the end of the course. A successful passing score of 80% is required on all ABO-NLCE continuing education courses in order to earn the designated number of credits. You will know your grade instantly after completing the course.