Who Else is on Their List?
After the customer has figured out the main item they want to buy, you need to start a conversation with them to get them to add-on. Ask them how their Christmas shopping is coming along and who else is on their list. This might open the door to another sales opportunity.
Most people end up buying themselves something during the holiday season. Ask the customer if they saw anything in the store that they would like for themselves.
Even with COVID, people are still going to be doing some entertaining. They might not be going out to restaurants which means there are going to be smaller gatherings at homes. What are the types of things your customers might need if they are entertaining at home? You need to explore products that fit into people’s entertaining needs.
This time I want to focus on gift cards at the end of the sale. Just get the customer into the conversation by telling them how a gift card can help when someone shows up at their house with an unexpected gift. Having a couple of gift cards around really helps in this situation.
This is an easy opportunity to drive up your average sales by a few dollars. Just ask the customer if they exchange stockings in their families and tell them about the items you have.
If you follow these five easy add-on strategies with your customers, expect to sell one or two additional items along the way.
At Graff Retail, we create leading-edge retail training programs specifically designed and customized to increase staff knowledge and performance with innovative teaching methods to drives sales and revenue for business.