I bought a second pair of reading glasses from my local
Optician recently. I need this pair to help me find the
first pair which inevitably go missing. While in the
Opticians I remember thinking that I needed to buy some
solution and some of those tissues for cleaning my mucky
glasses.
However, when it came to the point of paying for my new
glasses the cleaning stuff went right out of my head. So why
didn’t the Optician or his assistant ask me – “Is there
anything else you need today?” or even – “Do you need any
cleaner for your glasses?” Perhaps they didn’t like or have
the courage to ask, or even they forgot. One way or another,
they missed an add-on sale and I didn’t get any muck
remover.
A couple of days later I was buying a lunchtime sandwich and
totally forgot to pick up a bottle of water. If only I’d
been asked – “Is there anything else sir, a drink to go with
your sandwich?” I ended up going back to another shop in the
mall for my bottle of water.
These are only two small opportunities of lost sales and
irritation for the customer. To be fair, I’m often asked –
“Is there anything else we can do for you today sir?” I
usually say “no” because I can’t think of any thing.
It’s far better to ask a specific question relevant to the
customers’ needs and your business. It doesn’t matter what
business you’re in, you could always sell another product or
another service if you only have the courage to – Ask!
Discover how you can generate more business without having
to cold call!
Alan Fairweather is the author of “How to get More Sales
without Selling” This book is packed with practical things
that you can do to get customers to come to you .
Click here now
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