by Lisa Mazurek

Created on: May 14, 2009

When it comes to selling there are several ways to increase your sales amount. Suggestive sales, plus selling and trading up are great ways to add to the sales amount. The key here is to know which one is most advantageous to your customer. Knowing this will convince the customer. As salespeople we are suppose to be looking out for the customer. So we want the customer to know that whatever we suggest is in their best interest.

Suggestive selling is an attempt to sell a related good. An example of a suggestive sale could be asking the customer if they need to purchase batteries for that new radio. Most customers do not get offended by this. In fact they may thank you for suggesting this. Another example of suggestive selling is to talk about the maintenance of what they are purchasing. This could be anything from the maintenance of their hair to cleaning solutions for their contact lenses. The key is that you are focusing on your customer's needs for that specific product.

Another sales technique is plus selling. This technique works best if the item is on sale or their is a savings if the customer purchases more than one. An example of this is when a customer purchases a pack of gum that is on special, for instance buy 3 and get one free. Now, the customer is purchasing two more packs than what they originally intended to purchase but they are getting one for free. So you win and the customer wins.

Plus selling would also include finding out if the customer wants to purchase additional batteries, light bulbs, pens or anything that they might run out of. You are only suggesting a larger quantity to save them the inconvenience of running out. But you are also increasing your sales ticket.

Trading up is not selling additional merchandise but selling higher quality. Many customers are looking for better quality in merchandise or products because the merchandise and or products will last longer, run better, look nicer, taste better or be better for them. Which in return will save that consumer money. A great example is if a customer is looking to purchase a washing machine and it will be used for a family with six children, you would want to suggest a larger capacity washer with a longer warranty and one that is energy efficient. You would also suggest a washing machine like Kenmore. Kenmore is a product that is tough, energy efficient and has a longer life span than others. They usually have a great warranty on parts and appliances too.

One more way to increase your sales amount is by suggesting unrelated items. These are items with no relation to the product the customer is purchasing but these items are reduced drastically or their is a great savings. Again, you are only making the customer aware of that special. An example of this is when your customer comes up to the register to make that final purchase, you let them know about certain items that are on special. This could be a 50% savings on a case of soda or asking them if they are aware of the 30% discount when they purchase a pair of shoes. Remember, customers are not aware of everything that is on sale. As salespeople, it is our job to inform them. In return you may just add to your sales amount.

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