Systems selling
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This document provides guidance on implementing a "systems selling" approach to increase equipment sales to 75% of open water students. It recommends selling complete diving equipment systems, rather than individual items, using classroom presentations to establish the need for students to own their own quality equipment. The key aspects are to offer 3 bundled systems at different price points, use visual aids like mannequins, provide financing options, and track results to ensure at least 60% of qualified students purchase a system.
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