2 + 2 = 5: The Magical Math of Add-On Sales

Few things are better for business than add-on sales. For the store, add-ons boost productivity by increasing the return on investments in inventory and driving traffic through the store. Furthermore, add-on sales are “plus business” that can capture revenue from competitors in additional product categories. Finally, the store becomes known as a destination where clients can get their needs met. For sales associates, creative add-on recommendations mean additional income, stronger client relationships, and an in- creased opportunity for future business. But add-on sales aren’t easy. Our work with retailers indicates that less than one in four selling interactions produce an expanded sale. This gap is one reason we’ve been able to improve our clients’ sales and profitability by 20 percent or more by simply focusing on increasing add-on sales. APPRAISING THE SITUATION Ask

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