Eyemage

The manual for consultative selling of prescription eyewear and visual solutions

By Alessandra Salimbene.

Proposing eyewear requires understanding the person who will choose it: visual needs, habits, self-image and the questions that accompany the purchase.

Eyemage develops a consultative selling protocol that connects listening, relationship and proposal. The manual helps structure the conversation with the customer and explain the value of solutions, including needs that require multiple eyewear.

What you will find in the volume

The psychology of choice and purchase motivations; the phases of the Eyemage protocol; image consulting applied to eyewear; proposing higher-value solutions and multiple eyewear; handling objections; practical tools for working on the sales process.

Who it is for

Opticians, optometrists, owners, sales staff and trainers who want to make their customer consultation more aware and consistent.

How to use it

As a reference to examine your own approach to selling and as a basis for discussion with the team. Reading can accompany a dedicated training programme.