How to Sell Differently
Sell more higher-end products by daring to sell differently. In my furniture store business I noticed the customers were not spending very much time in our high-end upholstery department (sofa, chair, love seat) before they moved to the middle- and lower-cost items.So I showed all my staff a few different ways to get the customer to sit on the higher end items. When they did, the customer experienced the quality and comfort and would rarely move to the lower-end products. If they did, it was so much easier to get them back to the high-end products, which happened to be our most profitable.
I like to use what I call 'The Challenge' to introduce the customer to the item I want to sell. We would challenge the customer to 'not' sit on our high end, great feeling rocker recliner by saying, "Whatever you do, do not sit in this rocker recliner.You will never get out, it is so comfortable." They sat in it every time and almost never moved to a lower-quality item.Most customers will never know the quality of your products if you do not get them involved in the product.
When I owned a Jewelry store we completely made the buying experience for the customer different than what they experienced at our competitor's stores.No matter what item he/she was looking at, we would show them a more expensive piece and say, "If I put the bracelet on your wrist you will never want to take it off."