Think of Them as Necessories, Not Accessories
Each time I’m asked to write for the Dealerscope accessories issue, I try to find a new and different twist to suggest how to sell additional products with each sale. But most of the time, it’s a variation on the same theme—fill the basket; get more add-on sales.
It’s not easy asking customers who have already committed to making significant purchases to give you more money. Often, associates are afraid that by doing so, they’ll scare the buyers off and they won’t make any sale.
Or perhaps the concern is in disturbing a hard-fought battle to establish a relationship with a client. No one wants to look like a used car salesman groveling after a bigger commission.