Page 0081

Page 80 FEBRUARY 2018 | RETAILERS FORUM MAGAZINE

forumworkshop

FORUM WORKSHOP

continued...

Never let your employees

confuse a price reduction or

sale with an

opportunity to reduce

service levels. Likewise,

even if there is

more demand than you

can handle, remind all

point-of-encounter employees that it is even

more critical to provide quality service to avoid

losing customers (market share) to your competitors or

alternate brands. In essence, service

levels should never decrease with pricing nor

because of increased demand.

We are now ready to examine some

selling and service strategies with

respect to good times and bad.

TECHNIQUES & STRATEGIES

UP-SELLING At the points of encounter, be it

visual or vocal, up-selling requires developing

a technique. Masters of up-selling utilize a variety of

techniques, all based on psychological

principles to get customers to spend more for

what is perceived to be more. These include

boasts of having the newest and latest, the

longest lasting, the rarest or fanciest, and the attitude that

the best costs more. They may also

include pitches to ego appeal, prestige associations,

and yes, even fear and guilt. Fear and

guilt work just great with Lost Lucies and Poor

Pauls, especially when they are purchasing for

their children.

Largest Selection at Lowest Prices • We Match or Beat any Competitor

Fast Online Ordering • Cust Service: 1-877-368-5678

www.promotionalrewards.com

Pen/Highlighter

Combos

77¢

32oz.

Sports Bottle

73¢

Pens

11¢

Large Variety of

Rulers

11¢ +up

Dozens of

Printed Bags

19¢ +up

Made

in

USA

Shop by

• Price

• Event

• Industry

ATTN: TRADE SHOW EXHIBITORS:

Premiums & Giveaways for your Clients

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