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From JCK Magazine

Top Add-On Questions

Strategies for Selling
By Brad Huisken
This story appears in the April 2005 issue of JCK magazine
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Selling add-ons is one of the major keys in developing a business and maximizing selling opportunities. Lay the groundwork for selling add-ons early in the presentation by asking the right questions. Find out what the appropriate add-on(s) will be, and then introduce them later in the presentation. Bringing up an additional item without first laying the groundwork may be perceived as pushy and aggressive. Asking the right questions to discover appropriate add-ons will be perceived as a customer service.

  1. What kinds of pieces are in your jewelry wardrobe?

  2. What other pieces will you wear with them?

  3. How often do you wear your fine jewelry?

  4. What special events do you have coming up?

  5. Who is on your holiday gift-giving list?

  6. What do you dream of having next?

  7. When is your spouse’s birthday?

  8. When is your anniversary?

  9. What did you have in mind as a wedding gift?

  10. I’d love to get your opinion on some new merchandise.

  11. What do you think of ___________?

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