This is an old blog post I created that I have rewritten.
When I worked for Coach, I learned how important upselling was to boosting my sales. According to Wikipedia: Upselling is a sales technique where a seller induces the customer to purchase more expensive items, upgrades or other add-ons in an attempt to make a more profitable sale.
Upselling for Coach was an easy task because bags matched wallets and wristlets. Often times the customer did not know about the matching accessories so it was important to let her know. A customer would come in looking for a bag to use for work. That customer usually did not know that she might want a wallet to go with that bag because in her mind she was just coming in to get a work bag.
After the customer decided on a bag, I would walk her over to the wallet wall where the wallets were displayed. Coach bags usually have a wallet, wristlet, or coin purse that matched the bag’s type of leather, fabric, pattern, and color so it is important to point that out to the customer, especially if the customer is new to Coach products. I used to get the matching wallet from the wallet wall and hold it up next to the bag so the customer could see that the bag and wallet’s fabric and color matched perfectly. Showing the items side by side allows the customer to see the color and fabric matching perfectly. Usually, the customer would buy the matching wallet because the customer could see that no other wallet from any other store will be able to match the bag as completely.
The other item I used to upsell was shoes. We had lots of shoes on display near the bags. After picking out the item the customer came into the store specifically for, I would take her to the shoe display and show her some shoes. Sometimes the customer would find shoes we had on display that matched her new bag or an old bag she already owned. The other accessories that I used to point out to the customer were scarves, key fobs also known as key chains, hats, perfumes, and cologne. Customers usually find these products fun and buy them for themselves or as gifts.
Upselling the customer for gifts for others is another great strategy for boosting your sales. This is a very successful upselling technique, especially during the holidays. Christmases and Mother’s Days are the best times for suggesting gift ideas for the customer’s friends or family members. After you have finished with the customer’s personal sale, ask the customer if she might like to purchase something for her mother, sister, or friends. Pick up one of your favorite items in the store, bring it to the customer, and tell her, “I love this ________. It makes a great gift. What do you think?” When you give your customer gift ideas, you are doing her a favor. You might be checking off part of her to do list by helping her buy a gift for her sister.
Two things you must remember in order to increase your sales:
1. Your customer came into the store for a specific item, but what other items might your customer be interested in. Make sure to ask her.
2. Are there other family members or friends that are near and dear to your customer that she might be interested in shopping for?
I hope this was a helpful video. Stay tuned for more sales tips. I will be making more videos about sales in the future.