Top tips to improve integrated selling

Author: Lauren Earle

Whether you call it integrated selling, upselling, bundling or value positioning, you’re working toward the same goal: increasing customer basket size so your store will reap the sales rewards. You need to encourage customer spending by paying close attention to their wants and needs, constantly meeting demands and making suggestions.

Here are the top 5 tips to help you improve integrated selling:

1. Recognize customer needs. Make sure your combo and multiple purchase deals reflect the products and categories sought by your customers. If, for example, coffee sales are high in your store, consider placing a gum display by the coffee counter to encourage this bundling option.

2. Consult the experts. Your sales reps have a vast knowledge of the industry and know which products sell well in which stores. Use their visits to discuss your top-selling SKUs, along with innovation.

3. Focus on adjacency. Place products in your bundling and multiple purchase deals in close proximity so customers can easily see and understand the promotions. Also ensure that displays are fully stocked at all times.

4. Encourage staff to upsell. Oftentimes, the power of suggestion is enough to convince a customer to purchase a drink along with a snack item, for example, so encourage your staff to recommend products. But don’t be too forceful – customers are unlikely to return to stores with pushy staff.

5. Promote loyalty. Establishing a loyalty program will encourage repeat customers and persuade these regulars to increase spending in your store. Offering a free coffee after the purchase of four is an easy way to ensure your customers don’t stray toward the competition.