|Increase your average transaction 30% or more with a formal up-selling system.|
Most up-selling and add-on selling is incidental in nature, says SMART Show keynote speaker Jim Ackerman. That means it only happens when the salesperson remembers to do it. Only a complete, formal system can insure the effort happens every time. When it does, success levels will increase dramatically.
Six elements make a comprehensive up-sell/add-on selling system: 1) pre-determined offers; 2) support materials; 3) scripts; 4) consistent training; 5) staff incentives; 6) tracking. Implement right and as many as one in three customers will say yes to your add-on offers, boosting your profits substantially.
SOURCE: Jim Ackerman
Get more great sales advice from Jim Ackerman, one of this year's "Monsters of Sales", at The SMART Jewelry Show. See Harry's keynote session "Monster of Sales: How Changing the Way You Manage Your Staff Can Double Your Sales" on Sunday, April 22, at 8:30 am.