How Can I Sell More Add-Ons?

Most people believe you should close the sale on the main item and then try to add on. In reality—especially with high-end merchandise—a customer is more likely to reject any additional purchase suggestion once the decision is made on the main item. For example, when a man decides to purchase an engagement ring, he’s thinking about related issues: how his intended will react, if she’ll like the ring, etc. The last thing he wants to hear is a pitch to sell him more merchandise. He’s not thinking about a wedding-day gift for the bride, grooms’ gifts, or his mother’s birthday. He’s focused on the proposal and what it means. It’s best to plant a seed for an add-on purchase early. While showing an engagement ring, you might ask: “What did you have in mind as a wedding-day gift for your bride?” He may respond: “I didn’t know I needed to get a wedding-day gift” o

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