Improving Suggestive Selling Initiatives With Performance Measurement and Competitive Motivators

Written by Matt Wozniak

Cross Selling, Add-on, Suggestive Selling, Up Selling, Down Selling, Soft Selling and Hard Selling, all meanrepparttar same thing – more or less revenue generated atrepparttar 136140 customer sale point, and if done correctly, a happier, better informed, well satisfied repeat customer. Some approaches work, others do not…

The numbers can be staggering when looking at how minute changes in front-line staff behaviors can influence revenues intorepparttar 136141 millions of dollars. The following example is gleaned from real data gathered by National Shopping Service, a 33-year veteran mystery shopping provider offering customizable mystery shopping services and solutions for Global 2000 retail organizations:

Let’s assume we have a chain of 900 C-Stores averaging 7,000 individual customer transactions each week. Let’s also assume that our historical mystery shopping observations have shown us that in only 10% ofrepparttar 136142 transactions,repparttar 136143 CSR offered an additional revenue producing item torepparttar 136144 customer (…”did you need a bag?” does not qualify!) Lastly, let’s assume that a typical add-on sale, or suggestive sell item is valued at $1.00.

If we can motivate front-line staff with incentive programs, actionable mystery shopping feedback, and refresher training to increaserepparttar 136145 suggestive sell from 10% to 11% of our customer, base we can increase system wide annual gross revenue by a staggering $3,276,000.00!

The numbers speak for them selves,repparttar 136146 trick is how does one motivate 25 or 25,000 front-line C-Store employees to consistently and effectively offer revenue increasing items or services torepparttar 136147 daily customer flow. Furthermore, how does one deter staff from down selling (…”Did you want a small…”)?

The answer is to implement a consistent, reliable, non-biased monitoring tool and to offer training coupled with positive, constructive feed back. An incentive for employees to perform is a definite plus. A Mystery shopping program works extremely well to fill this requirement.

Statistics show that front-line employee suggestive selling training works very well…until they arrive to workrepparttar 136148 following day, at which point they place suggestive selling atrepparttar 136149 bottom of their list of duties. Most staff are initially uncomfortable “selling” – they are cashiers, not salesman. They feel as though they are “bugging”repparttar 136150 customer or are being “forced” by management to sell somethingrepparttar 136151 customer didn’t want inrepparttar 136152 first place. At peak customer flow times, suggestive selling becomes just another task that slows down queue times – a built-in conflict as front-line staff have had customer through-put hammered into their heads.

Collection of Jewelry from I800's through mid 1900's

Written by Laura Thykeson - Owner of "Ice Originals II - Vintage Collectibles, Music and Jewelry"

A special collection of jewelry, some of European descent, from a New York Estate, has recently been offered torepparttar public for sale. Quite a few extroadinary pieces, especially for collectors and researchers ofrepparttar 136019 time frame are available. Body Copy: Recently "Ice Originals II", a collectibles and antique website, hadrepparttar 136020 pleasure of acquiring a portion of a large New York Estate that includes jewelry items fromrepparttar 136021 1800's throughrepparttar 136022 mid 1900's. Quite a few ofrepparttar 136023 earlier pieces are of definite European manufacture, as they featurerepparttar 136024 European style clasps and hinges and definite European designs. There are some very interesting pieces, that appear as if they could have historic and research value, as well asrepparttar 136025 normal interest related to collectors.

Several ofrepparttar 136026 pieces feature hand chasing and enamel, inlaid intorepparttar 136027 gold. Several are watch pins, as well as sash pins, brooches, and some very nice cut steel and gold earrings. The art deco and art nouveau movements are clearly represented as well as some transition pieces. These jewelry items, each very well designed and crafted, are true representations ofrepparttar 136028 jewelry of these early decades. The collection can be viewed at "Ice Originals II" which is located at:

Anyone who is a serious collector, as well as anyone researching this period of jewelry in encouraged to visit this website and view these beautiful pieces. Along with allrepparttar 136029 items described, there is also

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