8 Suggestive Selling Techniques for Retailers
Posted: Sun Dec 22, 2024 9:43 am
For every retailer, the top priority is to increase sales while improving the customer experience. For salespeople, the challenge is to persuade customers to buy, without becoming too pushy. The solution may be the use of suggestive selling techniques.
When retailers want to increase their overall profit margins, they often forget that the goal is not just to attract the customer into the store and encourage them to buy (although that is obviously a critical part of the equation): they must also aim to increase the average purchase value.
Suggestive selling is extremely effective in this context because it gently nudges customers to make higher value purchases (or buy more items per transaction), which will be beneficial to both them and you.
Suggestive selling only works if it’s used correctly. This article will qatar number for whatsapp introduce you to eight suggestive selling techniques that retailers have proven to work and explain how your staff can apply them.
In this article you will discover:
What is suggestive selling?
The Benefits of Suggestive Selling
8 Suggestive Selling Techniques with Examples
Suggestive Selling Tips for Retailers
Offer each customer a personalized service.
Lightspeed allows salespeople to recommend new products and services based on a customer's purchase history. It facilitates suggestive selling.
Discover Lightspeed
What is suggestive selling technique?
If you think selling is all about making suggestions and being persuasive, you're right. But suggestive selling is the intentional practice of upselling or cross-selling.
The psychological concept behind suggestive selling is that when someone buys one product, they are likely to also agree to purchase less expensive complementary products at the same time.
For example, if a customer is purchasing a new touring bike, he or she will likely be receptive to a salesperson's suggestion that a more comfortable saddle be offered to improve the ride quality.
Suggestive selling should not be pushy or unpleasant (imagine a salesperson chasing you around the store with bottles of perfume). Rather, it should be about kindly asking if the customer needs anything else and suggesting products that might meet those needs.
Retail store racks
Key points to remember:
Suggestive selling (also called upselling) is the suggestion by a salesperson of additional products and/or services to complement a customer's initial purchase.
The items the seller offers to the customer are usually less expensive than the customer's initial purchase. This increases the likelihood that the customer will add the product or service to their transaction.
The Benefits of Suggestive Selling Technique
The benefits of suggestive selling are clear: by asking open-ended, specific questions, the salesperson can learn about a customer's interests, preferences, and needs. This information then allows them to suggest relevant products and services to meet those needs.
It allows you to gain the customer's trust and present your store as a reliable source of both information and products. Applied consistently and tactfully (don't be pushy), suggestive selling can help you increase your number of items per transaction and your average transaction value as well as increase your retail sales overall .
It’s always better to earn more from each sale. This can help you move more products quickly or move higher-value products faster. This is great in itself, but it can also help reduce packaging and shipping costs for businesses that work with an online store.
However, for suggestive selling to be effective, your salespeople must be tactful. The goal is always to serve the customer's interest and ensure that they leave the store satisfied, not to push them to buy at all costs. Serving the customer's interest will increase the chances that they will accept your suggestions and become loyal, while a pushy sale will most likely drive them away for good.
Now let's move on to proven suggestive selling techniques, complete with examples, so your salespeople know exactly what to say and what questions to ask to be successful.
8 Suggestive Selling Techniques with Examples
There are a number of different suggestive selling techniques you can use to increase your retail sales, both online and in your physical store. Let’s review eight of the most effective sales techniques to implement right away, both in person and on your website.
When retailers want to increase their overall profit margins, they often forget that the goal is not just to attract the customer into the store and encourage them to buy (although that is obviously a critical part of the equation): they must also aim to increase the average purchase value.
Suggestive selling is extremely effective in this context because it gently nudges customers to make higher value purchases (or buy more items per transaction), which will be beneficial to both them and you.
Suggestive selling only works if it’s used correctly. This article will qatar number for whatsapp introduce you to eight suggestive selling techniques that retailers have proven to work and explain how your staff can apply them.
In this article you will discover:
What is suggestive selling?
The Benefits of Suggestive Selling
8 Suggestive Selling Techniques with Examples
Suggestive Selling Tips for Retailers
Offer each customer a personalized service.
Lightspeed allows salespeople to recommend new products and services based on a customer's purchase history. It facilitates suggestive selling.
Discover Lightspeed
What is suggestive selling technique?
If you think selling is all about making suggestions and being persuasive, you're right. But suggestive selling is the intentional practice of upselling or cross-selling.
The psychological concept behind suggestive selling is that when someone buys one product, they are likely to also agree to purchase less expensive complementary products at the same time.
For example, if a customer is purchasing a new touring bike, he or she will likely be receptive to a salesperson's suggestion that a more comfortable saddle be offered to improve the ride quality.
Suggestive selling should not be pushy or unpleasant (imagine a salesperson chasing you around the store with bottles of perfume). Rather, it should be about kindly asking if the customer needs anything else and suggesting products that might meet those needs.
Retail store racks
Key points to remember:
Suggestive selling (also called upselling) is the suggestion by a salesperson of additional products and/or services to complement a customer's initial purchase.
The items the seller offers to the customer are usually less expensive than the customer's initial purchase. This increases the likelihood that the customer will add the product or service to their transaction.
The Benefits of Suggestive Selling Technique
The benefits of suggestive selling are clear: by asking open-ended, specific questions, the salesperson can learn about a customer's interests, preferences, and needs. This information then allows them to suggest relevant products and services to meet those needs.
It allows you to gain the customer's trust and present your store as a reliable source of both information and products. Applied consistently and tactfully (don't be pushy), suggestive selling can help you increase your number of items per transaction and your average transaction value as well as increase your retail sales overall .
It’s always better to earn more from each sale. This can help you move more products quickly or move higher-value products faster. This is great in itself, but it can also help reduce packaging and shipping costs for businesses that work with an online store.
However, for suggestive selling to be effective, your salespeople must be tactful. The goal is always to serve the customer's interest and ensure that they leave the store satisfied, not to push them to buy at all costs. Serving the customer's interest will increase the chances that they will accept your suggestions and become loyal, while a pushy sale will most likely drive them away for good.
Now let's move on to proven suggestive selling techniques, complete with examples, so your salespeople know exactly what to say and what questions to ask to be successful.
8 Suggestive Selling Techniques with Examples
There are a number of different suggestive selling techniques you can use to increase your retail sales, both online and in your physical store. Let’s review eight of the most effective sales techniques to implement right away, both in person and on your website.