| Whilst it is your marketing department's job to get | | | | question the client, the better the picture you can form |
| prospective customers in through the doors of your | | | | in your mind of their needs and possible wants. |
| retail store, it is very much your job, as a sales person, | | | | After an effective qualification, you will be armed with |
| to maximize the amount of money that those | | | | sufficient knowledge to be able to properly tailor the |
| customers invest in your company's products. The | | | | presentation to the clients' needs and at this point, start |
| way for you to achieve this is by selling add ons. In | | | | planting various seeds to assist you in selling add-ons. |
| fact, not recommending add-ons or accessories during | | | | Planting the seed doesn't guarantee additional sales, |
| a sale is like leaving money on the table. | | | | but it will greatly improve your chances and planting |
| When it comes to purchasing add ons, most | | | | seeds early will mean the customer will perceive your |
| customers you talk to every day are ignorant. They | | | | efforts as good customer service rather than |
| are unaware of all the products that you sell and | | | | pushiness. |
| therefore also unaware of the potential they have to | | | | When it comes to selling add-ons, its important to |
| use those products. And unless you tell them about all | | | | remember that until you ask all you have is a no! You |
| the things you can do for them, how are they to know. | | | | might get a no but then again you may just get a YES! |
| You should present all clients with as many possibilities | | | | How many millions of dollars worth of fries do you |
| for using your products as possible. And that means | | | | think McDonald's have sold in the past just because |
| selling add-ons! | | | | they get their staff to ask with every burger order, |
| Many suggest that the best time to sell add-ons is | | | | "Would you like fries with that?" |
| after the main decision has been made, but I disagree. | | | | How many would they have sold if they never asked? |
| Once a customer has made the decision on the main | | | | Now not every one says yes at McDonald's, and not |
| item, they can reject any additional purchase | | | | every customer will say yes to you either but as |
| suggestion unless the appropriate seeds have been | | | | mentioned previously, not recommending add-ons or |
| sown earlier. | | | | accessories during a sale is like leaving money on the |
| Like most things in selling, the key to successfully selling | | | | table. |
| add-ons is held in the qualification. The more you | | | | Happy selling! |