The idea behind suggestive selling is that instead of trying to increase sales by finding new customers, you try to sell more to the customers you already have. Even if you don’t think of yourself as a great salesperson, you can begin practicing suggestive selling immediately by trying two simple techniques.

Upselling Items

Upselling is a way of turning an ordinary sale into a larger sale filled with more expensive or more comprehensive products or services. For example, if customers come into your store dressed in swimsuits and sandals (obviously dressed for a trip to the beach) and ask for SPF-15 sunscreen, you can upsell by showing them your selection of SPF-30 sunscreens (higher-priced items) that will likely protect them from sunburns even better than the original product they wanted to buy. If the customers are persuaded by your upselling tactic, they will buy a more expensive product and will leave the store happy with their purchase and with the help they received from you. And you’ll be happier because you will have turned a small sale into a slightly larger and more profitable sale.

Bundling Items

You can bundle items by doing one of two things: (1) combine several related products or services and try to sell them all together at a price below what the total price would be if the customer bought all of the products separately, or (2) notice that a customer wants to buy a product and then spontaneously create a group of items that would likely appeal to the customer.

For example, if while helping the customer, you learn that she and her family will be at the beach all weekend long, you might suggest that she prepare even more for the weekend by purchasing a sun-shading umbrella, some beach towels, and a pair of sunglasses as well as the sunscreen. Or, if you anticipate that many customers will want to purchase items from your store in preparation for water destinations, you might prepare a bundle of goods in advance and then market them to customers as a great package deal.

Using Suggestive Selling Wisely

In order to use suggestive selling effectively, you must know your products well enough to suggest one above another if a customer asks which product is best. Customers don’t always know exactly which item will best meet their needs, so if you are able to make an informed suggestion, customers will likely accept your suggestions and do as you recommend.

You must also approach each sale with enthusiasm. Use upbeat language that encourages customers to purchase items. For example, instead of asking, “Do you want a drink?” you can ask, “Can I get you a glass of our refreshing raspberry iced tea or freshly squeezed lemonade on this hot day?”

Lastly, you must think quickly in order to effectively sell additional items. Once you know what items the customer is planning to purchase, think of other items that would go well with those items. Try to get the customer to buy those add-on items.