Thursday, November 06, 2008

Complete the Sale

Many retailers leave money on the table because they don't complete the sale. Their customer makes the initial purchase of a particular product but the sales associate does not ask them if they want additional items that are related to the initial purchase. Here are just a few examples:

Eyewear: protective cases, cleaner

Electronics: batteries, power bars, extended warranties, high quality connecting cables, cleaning products, bags, etc.

Pets: food, treats, cleaning supplies, deodorizers, shampoo, etc.

Furniture: lamps, pictures or paintings, coffee and end tables, throw cushions, extended warranties, fabric protection

Footwear: cleaners, polish, shoes trees, arch supports, insoles, conditioner, extra laces

Appliances: cleaners, polish, extended warranties, baking sheets/pans, etc.

Patio Furniture: accents, umbrellas, plants, wall hangings, candle, bug repellent, etc.

The list could go on but hopefully you get the idea.

The biggest challenge is that front-line sales associates feel they are going to be perceived as being pushy if they suggest additional items. However, let's look at it from a customer's perspective.

When I bought my first computer many years ago the sales associate did not suggest a power bar or extension cord. When I setp up the computer I discovered I needed these because I did not have enough receptacles close to where the computer was located. Do your customer and yourself a favour: suggest additional items and complete the sale.



Ashish Shandilya said...

Thanks for sharing this useful info. Keep updating same way.
Regards,AshishSales Training

Integrity said...

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