| |
| |
|
Sales Training Information |
|
|
|
Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales
Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in any business. Shoe stores suggest socks or polish to go with your new sneakers, hair salons recommend styling products, and stores selling electronics offer an extended warranty on the gadget you just bought. In each case, the business encourages the customer to add on to the purchase they are making. Upselling can be done in person, on the phone or over the Internet. Many online shopping carts allow you to set up a product-specific upselling page. That means that when someone orders Product A, they get the suggestion that goes with that product. Someone who orders another product receives a recommendation appropriate to that product. Here are some tips to make suggestive selling work for you: Make the suggestion after the customer has made a commitment to buy. Don't try to add on to the sale before the customer has made a firm decision and is in the process of buying. Upsells should be related to the original purchase. An upgrade, a warranty, accessories, or something else that adds on to what the customer is buying can be effective. The customer is more likely to see such a suggestion as helpful than as simply a sales ploy. Consider making the upsell a "two-fer" offer. Because the customer bought one item at regular price, they are able to get a second at half price. The add-on product should have a lesser cost than the base purchase. Suggesting batteries to go with a radio works. Recommending a radio to go with a battery purchase doesn't. Don't hit customers with a lot of upsells. One (or possibly two) is enough. Badgering them to buy more can backfire and maybe even kill the sale completely. Make sure employees and order takers are making upsell offers to customers. Remind them of the importance of doing so, and consider rewarding them for great results, or even when you "catch" them upselling. Give telephone order takers a script that includes a suggestive sales offer. Done properly, an upsell is helpful to the customer and builds your profits as well. Copyright Cathy Stucker. As the Idea Lady, Cathy Stucker can help you attract customers and make yourself famous with inexpensive and free marketing ideas. Get free marketing tips, articles and more at http://www.IdeaLady.com/. Cathy is also the author of The Mystery Shopper's Manual.
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Multiply Your Sales When Thomas Edison's light bulb finally burned for 45 straight hours he said, "If it will burn that number of hours now, I know I can make it burn a hundred."What does this have to do with internet marketing?Everything. Successful Sales Strategies: Winning the Close Ones The "Three Cs" in building customer relationships are a key component of professional selling skills.Indianapolis, IN (PRWeb) November 23, 2003 - The deal is coming down to the wire. Sneaky Sales Tactics The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Customers For Life Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. How A Dancing Horse Can Increase Your Sales "Yeah right!" I thought to myself as I started to turn off the TV after hearing that the show was about a dancing horse.I couldn't imagine watching a documentary about a dancing horse and its rocky road to success. Closing The Sale Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. Sales Marketing: 10 Explosive Strategies To Amplify Your Sales Marketing is a skill. Once you master it, you can succeed in promoting any product or services online. Nine Common Mistakes Salespeople Make 1. They talk instead of LISTEN. Hello! I Cant Sell! What's that you say? You can't sell?Oh, you must be right, although you are selling me right now!A good friend of mine once said to me, "Life is sales."What a profound statement! Think about it! Life IS sales. Sales Techniques to Help the Customer to Buy Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul. The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals. Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."Most managers have felt this way about certain employees at some point in time. How to Reduce Sales Resistance Sales resistance is a fact of life for most sales people. We encounter sales resistance in 5 specific areas. The Pipeline: Curious, Desperate, Inspired? You do have a "Pipeline" don't you? You know, the directional map of how you're going to encourage complete strangers to part with their money to buy what you're selling!If you don't have one, you should let us know - we'll send you a picture - just pop an email to leanpipeline@aweber.com with "Send Me The Pipeline - I'm Missing Out!" in the subject line!You know how it is, sometimes, even when everything else seems to fit, you'll pick up a prospect that really isn't suited to you. Seven Critical Qualifying Questions Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long the term success of our sales team and your company.By understanding your salespeople's natural fear of qualifying, you can better coach them to ask the seven critical qualifying questions early in the sales cycle. How to Spellbind Your Prospects in 10 Seconds! You've got yourself 10 seconds to HOOK your prospects or LOSE them!If you can't make them interested in 10 seconds, there's a good chance you'll lose them forever. So, you'd better shoot it right and "grab" their attention -- fast -- if you don't want them to go to your competitors!And how do you do this?**Just write HARD-TO-RESIST headlines!It works just like dating online. Get Tough You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. The Business of Closing the Sale Without Killing It You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind.Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction, desire, and decision and action. Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week.
|
| home | site map |
| © 2006 |
