Chapter 77. The additional sale
A customer has decided to make a purchase. The opportunity of proposing an additional sale presents itself. Some Sales Ambassadors are excellent at making the additional sale while others have enormous difficulty in doing so. What is the best approach?
The Sales Ambassador has various options, based on what has taken place:
A couple, where the man has just purchased for the woman,
"Now, Sir, let's take a look at something for yourself"
A purchase of a handbag,
"I have just the shoes to go with it."
A gift being bought for a friend,
"What would you like to see from our new collection?"
A gift being bought for the new mother,
"We also have beautiful charms for babies."
The proposal for an additional sale should always make sense. It should avoid being a closed question ("Anything else?" loses every time).
When is the ideal time to propose the additional sale? Obviously, each situation varies somewhat. But most Sales Ambassadors feel the best time is after they have concluded the first sale.
It may be a situation where a customer promptly indicates that she does not wish to buy anything else, and it should be left at that.
Other times, a proposal is seen as a positive continuation of what she has just bought. A Sales Ambassador is sensitive to these issues, always proposing when appropriate.
Make the additional sale purchase part of the pleasure.
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