Suggesting selling leads to more revenue for the company as well as happier customers who are more likely to return. On a more personal level, understanding the skills involved brings you better tips, opportunities to train new coworkers, and a much better chance of getting promoted.

The Basics of Upselling and Suggestive Selling

Understanding the customer's needs is really the foundation of all customer service. Often, customers don't truly understand what they want, whether superior options are available, or what other purchases will compliment the one they have an eye on.

 

Making use of the sales opportunities this provides you  – knowing more about your company's offerings than the typical customer – is what suggestive selling is all about.

 

This typically comes in three forms, each entailing different skills and approaches:

 

Suggestive Selling: Persuading a customer to buy something they'd like but aren't entirely sure of.

Upselling: Demonstrating to a customer that a similar, more expensive purchase is actually in their best interest.

Cross-selling: Recommending an add-on product that will allow a customer to enjoy something they've already ordered even more.

What this Course Will Teach You:

In just 2 hours, including 1½ hours of video and a personalized roleplay exercise, this course will show you tips and techniques to:

• Understand customer needs – sometimes better than they themselves do – using profiling and observation.
• Become a valued consultant to your customers instead of a pushy salesman.
• Build a rapport with regular customers, serving them better while also getting them to spend more.

 

Understanding the theory behind suggestive selling will leave your customers more content and less difficult to satisfy, immediately increase your earnings, and help you stand out as a valued employee.