The fundamental idea of suggestive selling is that it is a sales technique that puts your guest first. You need to read your guest, take time to discover what they need and then offer solutions that will satisfy those needs.
This means one of the most important elements of this technique is listening – hear exactly what your guest is asking for and most importantly take note of their expectations.
The second important element of this sales technique is understanding your product. You need to have enough in-depth knowledge about your product in order to recommend items that will add value to your guest.
Whether you are suggesting a strategic property unit location or you are recommending facilities that might be available, you need to be able to communicate the unique benefit this option would bring to your guest’s overall experience.
Examples of Suggestive Selling
Suggestive selling can take on many forms depending on the business category. At a retail store, an employee could suggest accessories to accompany a piece of apparel, such as a scarf and gloves to go with a new coat. In the restaurant setting, the waitstaff could point out side dishes to complement the main course a patron ordered. Similarly at bars where food is served, bartenders might recommend appetizers to accompany drinks that were ordered, or vice versa. Bartenders may also suggest higher-end, pricier brands of beverages that are comparable to the type the patron has ordered.
This sales technique can be readily found in the automobile sales industry. A salesperson, after securing a customer’s commitment to purchase a vehicle, might offer to add supplements such as an extended warranty and roadside service. Depending on the make and model, they might also suggest including more features beyond the base model of the car. This could include buying a vehicle with more advanced audio equipment, a communications package that connects the driver’s phone to the vehicle’s dashboard, a rearview camera, a more powerful engine, or seat warmers. They might also try convince them to upgrade a different model that includes such features and other at a higher price compared with the original model they considered.
Travel planning, whether done through an agency or online platform, can feature suggestive selling. Typically the travel booker will be offered recommendations on package deals for lodging and airfare, traveler’s insurance, ground transportation at the destination, as well as suggestions on tours to book and other sites to visit while on their journey. For recurring events, the traveler may be offered special rates to book in advance the same trip for the following year.
