Once a prospective customer shows interest in a product or service your company offers, it's up to your employees to guide the customer through the sales process and close the sale. Once a customer says, "yes" to making a purchase, encourage employees to go a step further by suggestive selling to increase the value of each transaction. When sales associates suggestive sell, they offer customers additional products that may complement their primary purchases.
Provide Product/Service Education
Suggestive selling isn't always an easy feat for employees, but with proper education on the products and services your business provides, employees may feel more comfortable. Whether you own a restaurant or a marketing firm, you have a menu of products or services your customers can select from during the sales process. Be sure that your employees know the features, benefits, options, pricing and other product details for each item you offer for sale.
Create Customer Profiles
Knowing products and service inside and out can increase an employee's willingness to suggestive sell, but knowing the target market your products and services serve is also beneficial. Put together customer profiles that outline information such as your typical customer's age, sex, religion, marital status, whether she has children and how many, level of education and income. Customer profiles should also give insight into customer interests and the reasons why she purchase your products or services. These profiles will help employees determine who they are selling to and what type of suggestive selling techniques will work best for customers.
Demonstrate Suggestive Selling
Show your employees how suggestive selling works. Whether you hold a seminar, or have new employees shadow those familiar with implementing suggestive selling, it's important to demonstrate effective ways to implement suggestive selling in your business. Give your employees examples of suggestive selling such as offering the same product in an additional color or flavor, offering a larger quantity or suggesting related merchandise. Use role-playing activities to help employees practice their suggestive selling tactics.
Get your employees excited about suggestive selling by holding contests and offering incentives to the employees who perform the best. Use a chart to keep track of how many suggestive sales each employee makes in a month, during a special holiday weekend or within a quarter. Incentives may include a local two-day getaway, electronics, paid time off of work, gift certificates or a cash bonus.