Suggestive upselling

"Would you like fries with that?" Fast-food workers use this classic upselling question to move more products to the customer, hence generating bigger revenue. But upselling, also known as cross-selling, is not just f ...

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Encourage the purchase

There are many ways retailers can encourage a customer to buy from them. There have been many pushy and somewhat intimidating tactics used in the past which, let’s be honest, at times has had adverse effects on the rappo ...

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Your role as a sales professional

We would all like to make a lot more money from our organisations. We are often misguided by thinking that we need to work longer and harder. In fact, if we were to better understand the roles that each person plays with ...

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First impressions are everything

First impressions are everything –so make them count. We know that the first few seconds a customer enters your establishment are make-or-break time. So do everything in your power to make your customers feel welcomed. A ...

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Invite repeat purchasing

One major hurdle faced by salespeople is the fear of rejection. This is linked to their own level of confidence as a salesperson, in the product they are trying to sell or themselves. It also stops them from completing t ...

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Features and Benefits

Luring your customers into your store or to your website with the right products and services is just part of being an effective retailer. Knowing the features of these products and services, and how they will benefit yo ...

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Encourage the purchase

There are many ways retailers can encourage a customer to buy from them. There have been many pushy and somewhat intimidating tactics used in the past which, let’s be honest, at times has had adverse effects on the rappo ...

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Building rapport

It should not be a surprise that the single best way to build rapport with someone is through a level of trust that is developed through carefully articulated exchange of questions and answers. Here you will consider ho ...

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Consumer Psychology

Thoughts, beliefs, feelings and perceptions all influence how people buy and how they relate to the goods and services that are being offered.  A fundamental aspect of human behaviour is arousal, retailers must aim to cr ...

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