What should you consider when giving suggestive selling?
- Welcome Customers With a Hook & Focus on New Products.
- Connect Customers With Personalized Statements.
- Give Customers Product Knowledge Statements.
- Suggest Complementary Items & Share the Best Features.
- Tell Customers About Exclusive Events, Promotions & News.
- Welcome Customers With a Hook & Focus on New Products. ...
- Connect Customers With Personalized Statements. ...
- Give Customers Product Knowledge Statements. ...
- Suggest Complementary Items & Share the Best Features. ...
- Tell Customers About Exclusive Events, Promotions & News.
What makes a good suggestive sale?
At the end of the day, a good suggestive sale proves to your customer that you have their best interests at heart and can be trusted to help them make good decisions. So instead of offering the Metallica CD to the Swiftie, you offer them an Ed Sheeran CD, because every Swiftie loves a good Ed Sheeran song.
What is suggestive selling and how can it help reduce theft?
Suggestive selling helps to reduce theft by encouraging salespeople to keep a closer eye on the customers who are entering their store. When salespeople are actively practicing add-on selling, they’re engaging with the customers and paying attention to what they’re buying, as well as what they’re looking at and considering buying.
What is upselling and suggestive selling?
Upselling or add-on selling are terms that are used interchangeably with suggestive selling. The aim of suggestive selling is to persuade customers to buy items that they hadn’t considered when entering the store.
When is the best time to make sales suggestions?
The ideal time to make suggestions is when your staff has developed a rapport with the customer because they’ll have a better idea of what the customer is looking for. Another good opportunity to make suggestive sales is when a customer already has a product in their hand.
What are five basic rules for using suggestive selling?
3. What are the five rules for suggestion selling? Use suggestion selling after a customer has made an agreement to buy, before they buy, make your recommendation from the customers POV, make the suggestion definite, make the suggestion positive.
What are the suggestive strategies?
Suggestive selling is a sales strategy where retail associates prompt customers to buy a specific product or service, which can include an add-on item or additional purchase. For example, associates in Best Buy may guide shoppers to a specific TV or provide a recommendation based on customers' needs and wants.
Why it is important to apply the techniques and strategies of suggestive selling and upselling in restaurants or food establishment?
Suggestive selling not only helps your restaurant make money, it also helps you save money by driving repeat business. It's been estimated that keeping current customers is five times more cost effective than attracting new customers.
What is suggestive selling?
Suggestive selling is used to increase the purchase amount of the client and the revenues of the business. Often, the additional sale is much smaller than the original purchase and is a complementary product.
Why is it important to take marginal effort compared with the potential additional revenue?
The idea behind the technique is that it takes marginal effort compared with the potential additional revenue. This is because getting the buyer to purchase (often seen as the most difficult part) has already been done. After the buyer is committed, an additional sale that is a fraction of the original purchase is much more likely.
What is suggestive selling?
Suggestive selling is a sales approach where you either suggest shoppers add complimentary products to their initial purchase (cross selling) or compel them to purchase an item with a higher price point than what they were initially interested in buying ( upselling ).
Benefits of suggestive selling
Suggestive selling is a tried-and-true way to increase your retail store’s sales without alienating customers and coming across as pushy. While the overall benefit to your business is higher revenue, suggestive selling also benefits your customers.
8 effective suggestive selling techniques
There are many different suggestive selling techniques you can use to lift your retail store’s sales. Here, we’ll look at eight ways to start testing suggestive selling today:
Tips for suggestive selling
The most important thing to remember about any sales strategy is it’s never one size fits all. Some customers will respond better than others to different suggestive selling techniques. That’s why it’s important to adapt as you learn what works best for your target audience.
Start using suggestive selling in your store
Now that you know the benefits of suggestive selling in retail, it’s time to put these strategies to the test. Remember, each business is unique and so is its customer base. As you test each of these suggestive selling techniques, you’ll learn what to focus on the most and how to train your associates to gently encourage shoppers to spend more.
What is suggestive selling?
Let’s start with a clear suggestive selling definition. In simplest terms, suggestive selling is a sales technique. It involves you, the salesperson, asking customers if they want to include an additional item or service along with their primary purchase. Most of the time, when you’re practicing suggestive selling, you’re adding on a smaller, ...
How to upsell a product?
1. Develop In-Depth Knowledge. It’s going to be much easier for your salespeople to upsell customers in a genuine way if they have an in-depth knowledge of the products or services they’re selling. The more they know, the easier it will be for them to make recommendations that make sense to the customer.
Why is upselling important?
One of the greatest benefits of upselling is, of course, the fact that it can help your salespeople to sell more products or services. When you sell more, that’s more money coming in for your business, as well as to your salespeople in the form of commissions.
Does suggestive selling reduce theft?
Many people are surprised to know that suggestive selling can actually help to reduce theft. Every year, retailers lose approximately $45 billion to theft. Anything you can do to reduce the number of goods stolen from your business is worth implementing, right?
Is it cheaper to retain an existing customer or bring in a new one?
As every business owner knows, it’s cheaper (between five and 25 times cheap er, in fact) to retain an existing customer than it is to bring in a new one. While you, of course, want new people coming to your business, you also want to foster good relationships with your current customers so they keep coming back.
Is loyalty program good for upselling?
A loyalty program can be a very useful part of an upselling strategy. When customers are part of a loyalty program, they spend much more than they would otherwise. For example, Starbucks revamped its loyalty program and saw an 18 percent increase in revenues.
What is suggestive selling?
Key takeaways: Suggestive selling (also referred to as upselling) is when a sales associate suggests additional products and/or services to complement a customer’s initial purchase. Items that a sales associate suggests to a customer are typically less expensive than their initial purchase.
How effective is suggestive selling?
Suggestive selling is a powerful and incredibly effective way to do exactly that , gently nudging customers towards higher-value purchases (or more items purchased per transaction) that benefit both them and your business. Suggestive selling is only effective when leveraged correctly. In this post, we’re going to take a look at five proven ...
How does a retail point of sale system help with suggestive selling?
While you may not intuitively think that your retail point of sale system can help with suggestive selling, it can equip store merchandisers, buyers and sales associates with the information they need to bundle and sell products to the right customers.
What to ask when buying a dog collar?
Ideally, your staff would ask about the size, age and training of the puppy to make a personalized suggestion based on the length, thickness and durability of the leash.
How many people don't make a purchase based on negative reviews?
But online reviews can be a double-edged sword. The same study found that 86% of respondents didn’t make a purchase based on negative online reviews.
Why are loyalty programs good?
Loyalty programs are a great way to nudge users to purchase more. If they’re getting some sort of incentive for doing so, it makes spending more a lot more appealing.
What is suggestive selling?
Suggestive selling, also known as up-selling or add-on-selling, refers to the practice of including add-ons to the buyer’s original purchase.
Why does suggestive selling work?
In terms of driving buying behavior, there are a few tried and tested principles that show you why this closing technique is so efficient.
Get started, get selling: Why is suggestive selling important?
According to the CEO of Sullvision Jim Sullivan, suggestive selling will work anywhere between 58% and 72% of the time.
Suggestive selling techniques: Scenarios for re-thinking
Scenario: You’re selling frozen yogurt with the option to have multiple toppings (so you’re a Froyo vendor! How do you apply suggestive selling in the right way?)
The art of suggestive selling
Your suggestive selling is part in parcel of your sales closing techniques. It’s been tried and tested and proven to efficiently increase your revenue, average order values, and create loyal customers that keep coming back.
How to encourage suggestive selling?
1. Encourage an in-depth knowledge of your products. It will be difficult for your staff to carry out suggestive selling if they’re not aware of the items you have in store. A selected portion of your staff training should include detailed descriptions of new items.
What is suggestive selling?
Suggestive selling is a sales technique that encourages staff to prompt customers to include additional, (generally lower priced) items to their purchase. Upselling or add-on selling are terms that are used interchangeably with suggestive selling. The aim of suggestive selling is to persuade customers to buy items that they hadn’t considered ...
Why should a customer loyalty program be part of your suggestive selling strategy?
A customer loyalty program should form part of your suggestive selling strategy and training because it encourages customers to spend a little more to get closer to receiving a reward.
What can an apparel retailer suggest?
Apparel retailers can suggest additional clothing items, for instance, a shirt to accompany a new suit. Bars could train their bartenders to offer appetizers with particular drinks. Automobile dealers might recommend supplements like extended warranties or additional features, for example, seat warmers.
Is suggestive selling easier than getting the first sale?
Although suggestive selling is typically easier than getting the first sale, (because your staff is persuading a customer to buy something of lesser value) recommending complementary products still requires special skills combined with exceptional customer service.
What is suggestive selling?
Suggestive selling should flow naturally from a good sale. You find out what the customer needs and only suggest items that enhance the original item’s usefulness or fulfill the customer’s other needs. That’s it.
When choosing items to suggest, make sure you pick items within your customer’s budget.?
When choosing items to suggest, make sure you pick items within your customer’s budget. This not only increase their likelihood of buying it, but also, once again, their trust that you will help them make good decisions .
Can you force a suggestive sale?
Never force a suggestive sale. Suggestive selling should flow naturally from a good sale. You find out what the customer needs and only suggest items that enhance the original item’s usefulness or fulfill the customer’s other needs. That’s it.
Is suggestive selling painful?
Suggestive selling should never be painful or awkward. It never works if it’s forced. Instead, use my tried and true steps to an easy suggestive sell. And if you can’t remember all of the above information, just remember: treat all your customers the way you would treat a good friend, and you’ll be the best suggestive seller in your store in no time.