Selling Additional Products Or Services To An Existing Customer

Selling Additional Products Or Services Using Suggestive Selling Or Add-On Selling

Selling additional products or services to an existing customer can be achieved by certain sales techniques like suggestive selling also known as add-on selling.

This is a sales technique in which you ask a customer if they want to include an additional purchase or you recommend an upgrade for a fraction of the original price. 

A classic example of suggestive sales is the question "Do you want fries with it?" which is asked to anyone on a fast-food drive-through. 

 

Suggestive sales are more general in application, as suggestions can include complementary goods and other high-quality products. Basically, it refers to a technique used during selling to convince a customer to add additional items to their purchase. 

Suggestive sales are sales techniques in which the owner or a representative asks the customer what additional products or services he or she would like to add to his or her original purchase.

For example, a suggestive sale can simply induce a customer to complete a purchase and then adding an item that was not considered a "purchase" at the time of entering the store. 

This is beneficial, and it is also a very effective way of giving the customer the opportunity to think about before leaving the shop, and further finding out if there are any other things they can buy. 

The aim is to increase the purchase price of the customer and increase the income for the business as well as customer satisfaction and customer loyalty.

 

Selling Additional Products Or Services Using The Cross-selling Technique

The Cross-selling technique is used by employees when the customer buys a product that is often used in another goods or items. The by-product is usually an accessory to the item that customers want to buy. 

To help your team quickly identify cross-sales opportunities, encourage them to pay attention to merchandising and displays to find products that fit together naturally. 

The more employees know what the store sells and what customers buy, the better they can suggest complementary items.

 

Selling Additional Products Or Services Using Upselling

Suggestive selling also include upselling.

Upselling is the process of influencing a guest's purchase by tempting them with a specific offer, such as a discount on the next purchase. Basically, it is a sales strategy to see if the server can convince the customer to spend more with upgrades. 

An upsell is a sale that occurs after the buyer has been asked for a certain amount of time, such as an hour, a day, a week, a month, or even a year. 

The buyers are offered certain products that goes beyond the basic products they have already purchased. They need time to search and explore the object, and this comes at a later point in time. 

Upselling is when sellers ask customers to spend more money on additional items or products to complement their initial purchase.

If done right, it can be beneficial to all parties involved, as buyers get the best product or service they can get, while the sellers can boost sales, increase basket sizes, and improve customer loyalty.

Staff should read store sales leaflets so they can inform customers if an item they might like is on sale. 

Upselling can also be an upgrade, such as moving from coach to first class, but the aim of the sale is to slightly increase the total purchase price for the customer.

There are a number of upselling questions that can be used to increase customer interest in a product or service, such as, "Do you like A with B?"

The bottom line is that you have to engage your customers before they leave the store with a suggestive sale. If your sales representative brings your customers in with a complete solution, when they are about to leave, you can improve their experience by suggesting them a better product. 

Conclusion To Selling Additional Products Or Services To An Existing Customer

There are a few strategies to sell your existing customers additional products or services:

• Using suggestive or add-on sell
• Using cross-sell
• Using upsell

 

Each strategy calls for different approach and tactics. Find one that suits your business right now, and get started.