Finding upsell opportunities

- You know how you buy something online,…and after you've put the item in the cart you see customers…who bought this also bought?…That's upselling online.…The equivalent of that in retail sales…is you telling customers what other customers…in their position felt and then did.…Let me unpack this.…Recently, I took my daughter to a college dorm shop night,…at a retail store.…We had just picked up sheets from the bedding department…when a sales associate said, you know,…a lot of college students get in their dorms…and find the mattresses are hard and old,…and then they come back and buy a mattress topper.…

They find that a mattress cover is comfortable…and it protects them from all of the germs…of years of wear.…The next thing I know, we've got a 90 dollar mattress topper…in our cart.…The key to effective upselling in retail…is your ability to listen to determine what…the customer needs and to overcome any objections…by letting customers know others have had…the same hesitations…but then have fund your solution worked.…