subject: How To Maximize The Value Of Sales On The Retail Floor With Add-ons [print this page] How To Maximize The Value Of Sales On The Retail Floor With Add-ons
Whilst it is your marketing department's job to get prospective customers in through the doors of your retail store, it is very much your job, as a sales person, to maximize the amount of money that those customers invest in your company's products. The way for you to achieve this is by selling add-ons. In fact, not recommending add-ons or accessories during a sale is like leaving money on the table.
When it comes to purchasing add ons, most customers you talk to every day are ignorant. They are unaware of all the products that you sell and therefore also unaware of the potential they have to use those products. And unless you tell them about all the things you can do for them, how are they to know. You should present all clients with as many possibilities for using your products as possible. And that means selling add-ons!
Many suggest that the best time to sell add-ons is after the main decision has been made, but I disagree. Once a customer has made the decision on the main item, they can reject any additional purchase suggestion unless the appropriate seeds have been sown earlier.
Like most things in selling, the key to successfully selling add-ons is held in the qualification. The more you question the client, the better the picture you can form in your mind of their needs and possible wants.
After an effective qualification, you will be armed with sufficient knowledge to be able to properly tailor the presentation to the clients' needs and at this point, start planting various seeds to assist you in selling add-ons.
Planting the seed doesn't guarantee additional sales, but it will greatly improve your chances and planting seeds early will mean the customer will perceive your efforts as good customer service rather than pushiness.
When it comes to selling add-ons, its important to remember that until you ask all you have is a no! You might get a no but then again you may just get a YES!
How many millions of dollars worth of fries do you think McDonald's have sold in the past just because they get their staff to ask with every burger order, "Would you like fries with that?"
How many would they have sold if they never asked?
Now not every one says yes at McDonald's, and not every customer will say yes to you either but as mentioned previously, not recommending add-ons or accessories during a sale is like leaving money on the table.
