If you want to increase your average dollar sale, it’s a really good idea to create a checklist or a questionnaire. Similar to add on selling, you simply run through a checklist with your client whenever they purchase a particular type of product.
This list should, of course, be prepared in advance and used with as many different products as possible. For example, let’s say that you are in the construction materials business. If a customer buys a can of paint, run through the list to see if they need brushes, thinners, drop sheets, stirrers, etc.
Here are some useful hints and tips on creating and using a checklist:
§ Make sure every team member has the list.
§ Check to make sure it’s being used with every customer.
§ Have a reward system in place that acknowledges team members who make additional sales off the list.
§ Test and measure – if they aren’t working change the questions.
Use a Questionnaire:
Dig as deep as you can. Make sure you ask enough questions to leave no stone unturned. The more questions you ask the more chance you have of finding another need or want that you can fill.
Also, if you’re unsure of any additional products or services that you could sell, a simple questionnaire can be effective. Use it to ask your customers what else they would like you to sell. Don’t limit yourself too much. Ask the customers to get a little creative. Maybe there is a whole new opportunity just waiting to be suggested.
Here are some useful hints and tips on using a questionnaire:
§ Make your questionnaire simple but effective as a sales tool.
§ Offer customers an incentive to participate, or just explain how what you’re doing will help them.
§ Fill it out on the spot with you acting as a sounding board, don’t be afraid to ask more questions to dig deeper.
§ Ask for their suggestions and act as quickly as possible.