I frequently need to point out to my first-time homebuyers that waiting say 6 months to pay off their car so that they can afford more house is not necessarily going to do trick unless they have credit that is in need of repair. The $5,000 dollars that they put toward paying off their car comes with added cost of aproximately $44,000 that home prices will have gone up during that 6 months.

Unfortunately, homeownership is slipping further out of reach for most but those who already own or expect their annual income to rise steadily by at least 17% until they are able to purchase.

To see current prices in and around Snohomish County, WA use free search tools at my website: www.JoeGilesRE.com.

Role-playing, a hand-full of various selling techniques, clear goals and protocol, and a little incentive is key to overcoming this aversion. Many employees state they are uncomfortable using only one suggestive selling technique for all customers, as each customer is different. Give employees fundamental training and freedom to “customize” their suggestive sell. It may not make sense to offer a customer a bag of chips to go with their 10 gallons of gas…but perhaps mentioning recent hot weather and in-store special of a 12pk of Coke does.

What if each employee was to state, “…Those are less expensive if you buy three-pack that’s on sale…” instead of, “…Next.” Not only will employee be helping customer save money (and saving customer money means a happy, returning customer), but he/she will also be adding revenue. It’s a win-win proposition.

Suggestive selling does not have to be scripted or limited to one or two items to work well. There are a myriad of additional items, larger items, sale items, complementary items, and services to softly and appropriately suggest to customers. If front-line staff understand effective and non-obtrusive selling techniques and have feedback tied to incentive on their performance, end result will be happier customers, staff receiving positive reinforcement for a job well done, and greater revenue – A win-win-win.