Suggestive selling is when you suggest your customers to buy more or gently push them to upgrade. It’s like a hidden economy that often remains unfound to most businesses.
But it comes with a caveat. If you do it the wrong way, you can even lose your original sales. That’s why it is very important to train your sales team on suggestive selling. If you’re up for the challenge, it is time for you to rent training room or rent seminar room. We already covered the basics of how to train cross-selling. Here are some more tips.
1. First add value then ask
This should be the mantra of every sales team. Cross-selling or up-selling is no different. Train your salespeople to add value first. How can you do that? It’s simple. You need a simple a mindset shift. Rather than seeing your customers as ATM machines, see them as humans. Genuinely try to help them. Talk to them to know what exactly they’re looking for. Once you know that, see how you can help them. If you see they have the budget and willingness to buy a better product, only then you should show them a higher-price product.
2. Use the “Rule of 3”
The ‘Rule of 3’ is a thumb rule that says you should show your customer three different products in the same category. Alright, let’s explain this. Let’s say the customer chooses the product A. Then you need to show her Product B and Product C. Product B is what you want to sell. And Product C has almost similar features to Product B, but it is way more expensive. That means you’re showing the customer that Product-B the best deal, because it costs slightly higher than Product A, but offers greater value. On the other hand, although Product C offers almost similar values, it is very expensive. That makes Product B the clear winner.