Top Add-On Questions

by Brad Huisken -- JCK Online, 4/1/2005 2:00:00 AM

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.

What kinds of pieces are in your jewelry wardrobe?
What other pieces will you wear with them?
How often do you wear your fine jewelry?
What special events do you have coming up?
Who is on your holiday gift-giving list?
What do you dream of having next?
When is your spouse's birthday?
When is your anniversary?
What did you have in mind as a wedding gift?
I'd love to get your opinion on some new merchandise.
What do you think of ___________?

Author Information

Author, trainer, consultant, and speaker Brad Huisken is president of IAS Training and the author of the books I'm a Salesman! Not a Ph.D. and Munchies for Salespeople: Sales Tips You Can Sink Your Teeth Into. He developed the PMSA Relationship Selling Program, the Professional Sales Management Course, The Mystery Shoppers Kit, and The Weekly Sales Training Meeting video series, as well as aptitude tests and proficiency exams for new hires, current sales staff, and sales managers. Huisken and his staff of trained professionals conduct in-house training and consulting all over North America on an ongoing basis. He also publishes a free weekly newsletter called "Sales Insight." For a free subscription or more information, contact IAS Training at (800) 248-7703, fax (303) 936-9581, e-mail: info@iastraining.com, or visit www.iastraining.com.