Suggestive selling is a kind of sales technique that applies in restaurant operation. It is an effective approach to increase food and beverage sales. Suggestive selling is implemented by sales staff to boost up the revenue in one sale by suggesting some better and more expensive products or services to the customer. In restaurant operations, waiters will introduce du jour menus or other special cuisine or beverage to customers and encourage them to order. Many industries also trend to use.
It seems that suggestive selling is easy to generate more revenue but it would easily become over-aggressive and negative impact. Here are some tips for a success suggestive selling.
Understand the customer's need
Do not directly suggest anything that you want to sell as it would create a negative impression on the customer. We should try to suggest something relevant first.
Avoid using negative words to describe such as don't, not, cannot
Find some positive words to substitute with the similar meaning and could serve the expressing thoughts.
Remember that you have to always be price-sensitive
Treat each sale individually based on the customers’ purchasing power and wants.
Do not to interrupt the customers when they are buying something that they want
Suggest relevant products when customers finished choosing things. An interruption might create a doubt in the customer’s mind that the staff is suggesting things only to increase the sales and they are not concerned for the customers’ needs.
By performing suggestive selling, customer satisfaction can be added. When the staff suggested some better product or service and if the customers think that worthy, they will be willing to purchase. Even if the customer cannot afford, they will consider it as a personal attention to them. Therefore, customer satisfaction can be achieved no matter the sale is successful or not. Therefore, suggestive selling is good for capturing customer retention.
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