DMSRetail

An important but often overlooked aspect of the sales process, add-on’s are seen by most salespeople as a burden on the customer. In other cases, salespeople are either indifferent to or even scared of suggesting add-on’s because of the fear of losing the sale.

Contrary to that fear, the best time to suggest an add-on is right after the main sale is closed. The fact that the customer has already said yes indicates that s/he saw the value in your offering, chances of them changing their mind because of an add-on suggestion is slim. Far from it. in fact, studies show that in most cases, provided that the add-on conversation is designed and sold properly, the additional item has enriched the satisfaction they got out of their main purchase.

The benefit of add-on sales on store profitability is tremendous. That is the reason some retail experts suggest that UPT (units per transaction) should be a prime measurement of store productivity. We don’t want to get into a lengthy KPI discussion here, but everything else being equal, you can make a huge difference in your profitability and overall success by increasing your UPT. Most of the increase usually comes from successful add-on sales.

To recap:

1. Contrary to popular belief, immediately after the sale is the best time to sell add-on’s.

2. Increases profitability dramatically.

3.Extends the satisfaction value of the purchase.

4. Your customer will appreciate you for it.

So, make it an agenda item in your next sales meeting and discuss the add-on products, the sales process, the expectations from each staff member and count those extra profit dollars pouring in.