Due to the popularity of our previous ‘Suggestive Selling Tips’ blog post we have put together some more suggestive selling hints and tips. With 90% of consumers stating they don’t mind suggestive selling, including 17% who positively like it, there is real scope to increase sales through suggestive selling.
Tip Number 1 – Don’t Interrupt
When dealing with customers direct, remember not to interrupt whilst actively buying a product they already want. When the customer has finished interacting this is your chance to suggestively sell! Such an interruption will create an element of doubt in the customer’s mind, if you are suggesting products only to increase sales, they presume you have no concern for their needs.
Tip Number 2 – Only Suggest Related Products
Suggestions should be relevant to the transaction. Understand your customer’s needs, don’t just suggest products that instantly come to mind. This can do more harm than good, instantly creating a negative impact. Try suggesting related products to those is the customers basket. Suggesting alternative products currently part of a promotion could also increase sales of those products.
Tip 3 – Positivity is Key
Avoid using words negative words such as don’t, not, can’t. Finding relevant words without changing the meaning but serve the purpose of expressing thoughts. If a customer requests an unavailable product suggest a different idea such as “Unfortunately that is unavailable but what about this product?”.
Tip 4 – Be Price Sensitive
Treat each sale differently according to the situation. If a customer is looking to buy a product in the price range of £1 – £2, don’t try to push them into buying something similar that costs over £5, any interest they had will be instantly removed.
Research shows 48% of successful upsell offers cost less than 18% percent of the original product’s price amount.
Tip 5 – Promote Seasonal Offers
Suggestions according to seasons or special occasions also play an important role, that is if it is relevant to the sale already being made. Promotions matching the time of year or upcoming events are typically well received by the customer. Relevant content should be modified to promote items and products that are usually purchased during those times of the year.
