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  • Can you increase sales by suggestive selling?

    Suggestive selling is a technique used to convince customers to add more items to their shop.
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    This gives the client the opportunity to think further to find out if there is anything else they need.
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    Suggestive selling can influence customers to buy items that they did not intend on buying. Especially when it’s paired with exceptional customer service.
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    The idea behind the technique is that it takes little effort.
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    This is because getting the buyer to buy (often seen as the most difficult part) has already been done.
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    After the buyer is committed, an extra sale that is a fraction of the original sales is much more likely.
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    How using suggestive selling builds rapport

    Suggestive selling can take on many forms depending on the business category. At a retail store, an employee could suggest accessories to go with a hosepipe, such as a new nozzle, or a connector.
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    In the restaurant setting, waiters could point out side dishes to go with the main course ordered.
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    Research has shown that the simple act of saying ?hi, have you been here before,? can increase sales by 16 percent. If a close-ended question can increase sales by 16%, imagine what asking the right kind of questions can do for your business.
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    Complementary questions and statements encourage customers to find out more about the items in your store. If a customer is trying on a new pair of gardening boots in your store, you can ask them how they care for their shoes. Or even how much they are willing to spend.
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    These kinds of inquiries show customers that you care about their needs. It builds trust and rapport, which leads to up-selling opportunities.
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    Always look for opportunities to recommend products based on what your customer has bought.
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    Your customers will not only appreciate the quality customer service, they are likely to consider one of the items you suggest.
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    Data is king

    The insights an EPoS system provides can arm you with the knowledge you need to increase sales.
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    Besides being faster and more secure at the point of sale, these systems also help with customer management. They keep track of what each of your customers purchases.
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    If a repeat customer wanders into your store and you see in their customer profile that they recently bought a new planted pot, you can ask them how they?re enjoying it.
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    This tactic opens the door for more recommendations that suit their preferences.
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    Sixty-eight percent of customers who walk out of a business empty handed do so because they feel like no one cares.
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    Suggestive selling is simple, cost effective and efficient. It all starts with a simple greeting and a little extra effort on behalf of your employees.

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