Upselling is a challenge for many in retail. It feels uncomfortable and forced, a chore employees often do only because they have to.
Those most successful at upselling have usually found a way to inject part of themselves into the upselling process. It can take time to find the words and attitude which work. Smart retailers provide their employees enough time to discover this for themselves.
Too often, however, retailers demand that employees make a pitch with every sale. This can do more harm than good.
To provide retailers and retail employees with some ideas on upsell scripts, here are some examples. Some are full scripts while others are the opening words. They are designed to kick start your own ideas.
Would you like fries with that? Every store has a good impulse item which works with the majority of sales. If not, find the product. Then, the upsell question is a service and not a sales pitch.
We have a special offer today with every purchase…
Have you seen this, it’s just in…
The boss wants us to quit this item so we are offering two for one…
We have a free gift if you buy this today…
Did you want any candy with that today?
Would you like to taste one of our new candy bars?
We have a special offer today for customers who spend over $50, if you spend another $50 you get it at half price.
Have you seen these, they’re just in…
If you join our loyalty club I can give you 5% off this purchase today.
We have a free gift for every purchase over $50 today, you’re just $10 off getting this free gift you wanted to look around some more.
Would you like one of our re-useable shopping bags – they are only $2.50 and they’re environmentally friendly.
Would you like to go in our gift voucher lucky dip? It costs $10 and there are vouchers inside from $10 to $50.
Asking for extra business is half the battle to getting extra business. Retail employees are more likely to engage in a sales counter upsell program if you have good offers available for them to pitch. This takes time. Find items of relevance and price them for efficient selling. The best items are those which fit with the most common items you sell – like fries fit with burgers.
Allow your team the time to develop the words which work for them to turn your good ideas into extra sales.
Remember, upselling is personal.
Post time: 01-24-2017