Before offering a product in a store, you need to create the right context in the conversation. This can be done with a question that contains some kind of intrigue: "Have you already been told about the extended warranty?"
The following phrases work in a shoe store : "These boots are a great choice. Do you have a product to care for them? Do you use a waterproof treatment?"
For a clothing store, this would be relevant: "Do you have pets at home? Get a lint roller to quickly remove fur from new pants."
Also: "Have you insured your apartment? I'm asking because we currently have a good package for 2,999 rubles, and you can get up to 600,000 thousand. I wonder if we'll get it?"
The seller must be ready at any time to explain to the buyer why he is hinting at buying an additional product. In order to give an explanation, you can use the phrase "Why am I asking":
- The shoes are great! Do you have any care products for them?
- Why are you asking this?
– Why I ask: we have a cream that can be applied to shoes just a few times a month, it will preserve their appearance.
Special offer
There are many different types of promotions. For example, a customer who makes a purchase for more than 2,000 rubles is offered a discount on the purchase of certain categories of goods, but the offer is limited. Another popular type of incentive promotion is "Two things for the price of one." The main thing is that the conditions for receiving the gift are simple, and the time to make a decision about the purchase is limited.
For example, you can offer a skype database product like this if the customer has three purchases on the receipt: "Would you like to get some napkins too? We have the second pack as a gift today."
Read also!
"9 Types of Customer Loyalty Programs"
Read more
As a gift. We love to pamper our loved ones.
When a client buys wine to go to a party, it would be appropriate to offer him a chocolate bar for the children who might be there. If the buyer is a man, you can ask in a joking manner: "Would you like to treat your lady to some delicious candies?"
Salespeople in women's clothing stores sometimes play on the desire to justify the purchase to the spouse, offering to buy a small gift - a belt or socks for him.
It is extremely important that all the goods for additional sale are in the checkout area, where they can be easily demonstrated and immediately sold. There should be no delays at the checkout, they lead to the loss of such an opportunity.