People always talk about increasing the average sale but they never explain how to accomplish that goal. Here are four how-to tips to boost your numbers per transaction.
Ask open-ended questions. These are questions that require more than a yes or no answer. They are also questions that demand more thought. Avoid the yes/no questions whenever possible because the conversation is basically over if the client says no.
For example:
Do you want a lotion?
Try this approach instead:
Do you prefer an accelerator or a bronzer today?
Which one of our moisturizers would you like today?
By eliminating the yes and no short answers you are engaging your client in conversation that will assist in discovering their individual needs. Once you identify the need suggest at least two products and get the ball rolling.
Use either or selling – Either or selling presents customers with a choice between two products.
For Example: Would you like this (fill in the blank with product) or that (fill in the blank with product/service)?
Here you are assuming a purchase will be made based on what you have presented. It makes it a little more difficult to respond with a one word answer. It also helps create dialogue that can assist you in discovering your customer’s needs. Don’t be discouraged if a customer refuses both. Maybe it will help you uncover a different need that will lead to a sale.
Utilize point of purchase displays – Impulse purchases can easily add to bottom line profitability. Stock up on accessories and display them neatly by the register. Use signage to clearly identify the product as well as the price. Don’t overcrowd the register area and change your displays often to keep them fresh.
Ask for the business – Did you know that the answer is always no when the question is never asked? At least give yourself an opportunity and ask people for their business. Yes, you will face rejection but you will lose nothing as it never hurts to ask. If one person out of ten makes a purchase it has been well worth the effort. Get in the game and engage your customers in conversation.
For more tips on increasing your business contact us at 1-800-325-2769.
Happy Selling!
