This lesson covers both topics of customer service and selling because as we all know, they go hand in hand.
It's been said that customers only see 30% of the products a vendor has to offer. It's your duty as a sales person to point out things customers may have not seen or know about. Not only is suggestive selling a form of customer service, it also helps boost sales.
When I was a sales manager, I coached my sales people to always suggest additional items because there may have been something a customer needed, but forgot. Or they just didn't see the matching shirt that went with the pants.
If you can understand the psychology of selling, your sales can skyrocket just by simply using the power of suggestive selling. Of course, there's a difference between suggestive selling and just being plain pushy. Customers can pick that up quick. A couple of techniques or phrases I used included: "Oh, by the way, did you see..." or I would show that another item complemented the item they were purchasing. Instead of just saying, "We have matching earrings to go with that top", I would hold the earrings up against the top to give a visual presentation. The response was usually, "Oh yeah, those earrings do look cute with that top! Ok, I'll take them..."
What suggestive selling techniques do you use? If you don't suggestive sell, why not?
» Suggestive Selling Is Not Being Pushy from CustomersAreAlways
As a salesperson you may not think that suggestive selling is part of customer service, but it is. As a manager one of my challenges was coaching my associates to suggestive sell items to increase their sales. Who doesn't want... [Read More]
Tracked on: May 16, 2006 6:36 PM | Permalink to Trackback