Suggestive selling - sometimes called "up-selling," or "add on selling," uses value-added suggestions to add items to your customers' original purchase. And, it is one of the easiest, most cost-effective ways to increase revenue, profit and customer satisfaction.
This is a common practice by the best sales people in service businesses - and should be a basic element of every customer service and sales training effort.
However, some companies have the mistaken belief that suggestive selling is bad for the customer. They consider it "overselling" that pressures people to spend on items or services they neither want nor need, ultimately harming their customer relationship.
This is categorically untrue and creates limits for a company's revenues, profits and customer relationships.
Research done by Mercantile Systems and other firms has proven that when presented as part of an overall positive customer experience, suggestive selling not only increases revenue and profit values but it also increases customer satisfaction. How is that possible?
Very simple: your employees. A well-designed Suggestive Selling Program will provide training, direction and incentive for sales people to deliver these increased revenues, profits and customer satisfaction for your business growth.
But do not assume that this is obvious to your employees - it often has to be pointed out and demonstrated as part of their sales training. Most employees just don't realize how small increases in sales can add up in their check. When this connection is made accompanied by spot-on training, the rewards pour in for you, your employee and your customer.
Critical Success Factor:
In companies where tips, commissions or bonuses are tied to sales volume, staff and sales people alike should see a benefit from suggestive selling.
Overall, a Suggestive Selling Program is the easiest way to improve operational performance and customer satisfaction. And, it is a program that almost runs itself once if it is effectively designed and communicated to your team.
Click Here Now, to learn more about how Mercantile System's Suggestive Selling Program can improve your revenue, profit and customer loyalty (and receive our packet of related articles and case studies) -- Click Here.
