So you’re helping the customer with their needs, you’ve learned about them and connected with them. Now, you need to apply some selling techniques:

• Listen for Cues – as you converse with your customer, you may likely get clues about other needs they have, especially relevant to what they’re calling about. A customer looking for a rental who needs to move out in a week, for example, may complain that they just don’t have time to pack up boxes, find a moving company, etc. That’s an opportunity to suggest such services you can provide to them.
• Plant Seeds – instead of just leaving a sales pitch for near the end of the call, as soon as they drop a clue about an extra need they have, just briefly mention you have a service that can help them with that. If they want to discuss it further, you can talk to them about it at the end of the call. This allows the customer to not feel harassed by a sales pitch, while at the same time providing them information about how you can fill their needs. It also warms them up to the idea of a softer sales pitch later in the conversation.
• Always Provide Maximum Value – it is of utmost importance that whatever you offer them should be something of value that they are truly in need of. And you need to present these services you sell as opportunities for the customer to save – either in money or effort. Think of the medium popcorn at the movie theater which, if you just pay an extra fifty cents, can become twice the size and twice the amount of popcorn. It’s hard for a movie-goer to pass up such a deal, and for your customer, a deal that’s presented in a similar way should be perceived as a no-brainer as well.