Upselling in RetailIf you've been in the retail industry for any length of time, you know that it can be difficult to sell your higher-priced items to a potential customer. But as any business owner knows, selling just a few more items and at a higher price can mean a lot to your profit margins. So, as a seller, it's your job to help challenge the buyer's preconceived notions about what they're buying. In most cases, it's not that buyers are inherently cheap. Say no to plagiarism. Get a tailor-made essay on "Why Violent Video Games Shouldn't Be Banned"? Get an Original Essay Instead, they assume that all articles are comparable in terms of design and quality. They think a pair of shoes is a pair of shoes and a toaster is a toaster. It's up to you to show them the error of their thinking. It's up to you to show them that the quality of the more expensive item is much better than the cheaper version. You're not trying to convince a buyer to buy something they don't need or to buy a more expensive version of the item just to increase your profits, but the goal should be to really help the buyer see the value of the item. most expensive item. item. Most people who have never purchased high quality products and are convinced that the brand does not matter because all things are equal. They just don't know that there are higher quality, better made products out there and yes, you will pay a higher price for them, but they are usually worth it. A Porsche didn't become a Porsche by accident. And most wouldn't say a Porsche is comparable to a Ford Pinto or Suzuki Samarai - people pay for the Porsche name today because of the quality of the Porsche vehicle back then. There are some pretty quick and easy ways to help your customer see the value in an item and start comparing the brand to quality rather than cost. Here are some ideas: · Understand your customers' thought process. An easy way to understand why your customer is looking for the cheapest item in the store is to ask them why. There could be several reasons why your customer exhibits what retail calls “low-end” shopping habits. You can't sell a customer the benefits of something if you don't understand their thought process. Ask questions. The information you learn will be important to your upselling approach. Help them understand that there really is something good, better and better. They may not be aware of the features of the more expensive product that make them more expensive. Most customers run away from logic and emotions. It's your job to tie both of them into the best product. Help them see the value of the product you're trying to sell. It's better quality, it's more comfortable, it has more longevity, it will hold its value, etc. Either way, use what you've learned about your customer by asking questions, and tie the solution to the perceived problem to the item you're trying to sell them. · Believe it or not, sometimes customers want to be told what to do. Please note: this is just an example. Get a custom paper from our expert writers now. Get a Custom Essay For some people, making purchasing decisions doesn't come naturally. If you can take the initiative and help get them excited about the product, then it becomes a natural progression to suggest they buy the more expensive item and the customer actually agrees with you and says yes. Luxury items are luxury items for a reason. Support their value and help your customers understand why they want the best product. If.