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Upselling

No downside to upselling

Tue, 24 Jan 2012 13:29

By Matthew Wood

In any retail environment one of the topmost aims is to increase sales, but the ways in which we can do this are usually limited. Perhaps budgets have been cut, your advertising budget is non-existent, or the bigwigs at head office don’t see the need for another promotion or sale.

You can’t very well increase your prices because you’re likely to exceed the market price and push your customers away, or find that a portion of your market, like teenagers, can no longer afford to buy your products.

This is where the art of upselling comes in. Armed with the ability to tell an impulsive buyer from a cautious one, an emotional purchase from a necessary one, or a gift from a personal purchase, the task of increasing the client’s basket purchase suddenly becomes a piece of cake, which, by the way, would go wonderfully with one of the fine coffees we offer, sir…

Imagine if every piece of cake the salesperson sold went with a coffee, or vice versa! Or if every pair of jeans was sold with a T-shirt, or every evening bag with the cutest little purse? How quickly would those small, additional purchases start adding up and making a huge difference?

Understanding your clients in the retail world is vitally important; after all, they are our one and only lifeline.

Staff Training now offers a Retail Specialist package available nationwide, at your premises or ours. For more information please email info@stafftraining.co.za or visit Staff Training.