How can you use product knowledge to recommend complementary items?

This is NOT ENOUGH. What you need to understand is how they add VALUE to your customers in the most granular detail possible. Simply knowing theoretical concepts about your products won't help any customer. They want to know how your products will solve their specific problems and improve their lives. So, take the time to identify and articulate every piece of value you deliver.

Of course knowing your products inside and out is important but it's not something that will give you an additional advantage. Nowadays the above statement is the fundamental knowledge anyone should have. In order to make a strong statement and differentiate yourself from the competition you should be able to explain to your customer how these products will change his/her business/life and what will be the added value. You should also know in depth your competitors and their products! All the above should be communicated with an honest, clear and straightforward approach.

Most people do not listen to understand; they listen to reply. Active listening builds rapport and trust, that further helps get genuine interest and customer's perspectives & making the customer more receptive to suggestions and recommendations.

To successfully recommend a complementary item, you must first gain the trust and respect of the client. This is achieved mainly through active listening and identifying the client's needs. Once solidified, you have the framework to increase FOMO (Fear Of Missing Out).

The best is to know your products, it'll be easier to compliment it with other of your products. Also, you can achieve this through your point of sales material(Parasite).

Listening is NOT hearing. Hearing is simply receiving sound waves in your ears, but listening is giving your full attention to what the other person is saying. So, at the risk of sounding a little foolish, the most important thing to check is: Are you LISTENING?

Listening is definitely crucial and imperative for building that relationship with your customer in order to best fulfill their current needs, expectations, desires, etc.

Listening to customers is about connecting with them. It involves paying close attention to their needs and understanding how you can help them. Listen more than speaking and see the magic unfold.

Participate in genuine conversation with the customer. Getting to know their background and interests can lead to just as much valuable information as basic questions about the product. This will help you to make recommendations specific to the customer and their situation. Also, this can establish great rapport with the customer as it shows that you are a good listener, pay attention to the details, and have their genuine best interest in mind.

Saber ouvir é um passo importante na hora de ofertar o Produto certo ao cliente e, mostrando a ele pós oferta o quanto pode agregar valor no que ele está buscando.

The golden rule: SHOW is better than tell. Prioritize showing over telling. BUT if you have to tell, use: 1. Storytelling based on benefits: We buy by emotions. 2. Social proof: Mention past examples that validate your point.

I totally agree! Many people are much more visual that listening. Storytelling is a good method and always catches the attention of the customer. Real life examples from the same industry are also important and convincing!

A prova social também sempre funciona quanto a funcionalidade e eficácia de cada produto e suas particularidades. Ajuda o cliente a perceber o que pode agregar em sua rotina diária

Antes de comercializar um produto / serviço é preciso mostrar e demonstrar como funciona, e colocar nas mãos do cliente. Quando o cliente o tem o contato com o produto, ele consegue validar a proposta de valor do produto e qualidade, trazendo a sensação de necessidade. Ter feedbacks aumentaram a validação do produto e do estabelecimento comercial.

Falar um pouco do valor agregado, das experiências de outros clientes com o produto, revelar os atributos e as personalidades conhecidas que também escolheram usufruir do mesmo geram credibilidade, confiança e desejo.

Goods timing comes down to TWO crucial factors: 1. Gauge their interest in the initial item. If they're not keen, there's more work to do. 2. Identify if they express a need for something complementary.

Casa cliente tem o tempo adequado para aquisição de produtos ou serviços, mas mostrar a ele que podemos ajudá-lo a realizar um sonho tratá recomendações para outros produtos e serviços.

This part of sales is one which I believe cannot ALWAYS be learned, in the same way authenticity should not be coached. Timing in regard to suggestions is perhaps the most pressured step in cohesive selling, as it allows for either the highest yield or the most evident reversal of one. I have seen very large sales lost with merely a few moments of misread body language. Many times even the best verbal exchanges fall short because it is (like almost everything involving an exchange) about a specific “flow state” wherein which everything happening is creating SOMETHING positive.

Tive uma experiência incrível na O Boticário, quando converti uma simples base facial e um kit completo de maquiagem para o dia a dia (que era a necessidade da cliente). Como fiz? Demonstrei na própria cliente a base mais prática de aplicar (expliquei os benefícios) e fiz uma maquiagem com blush, apliquei sombra de um modo que ela reproduziria facilmente sozinha, batom, rímel e finalizei uma super venda!

É preciso ter feeling para entender o timing. Estar totalmente conectado com o processo da venda e o cliente te ajudam a entender o momento certo para agir.

Quando o cliente diz não, o que é uma objeção, na verdade você começa aí o seu trabalho em quebrar a objeção com técnicas de vendas e persuasão, pergunte se ficou alguma dúvida sobre as informações prestadas, sobre o preço, ou algo do tipo, e volte novamente aos esclarecimentos, enfatize o custo benefício dos itens complementares.

Objeções sempre são possíveis de serem convertidas em compra se houver a pergunta correta para o cliente e também entender o momento de vida para melhor oferta do produto adequado.

A maioria das objeções são por falta de renda e esclarecimento, quando você detém pleno conhecimento do seu produto/serviço e consegue transmitir as informações de forma limpa, só haverá a objeção por renda. Que pode ser quebrada com negociação e persuasão.

Handling objections is an important part of building long-lasting relationships with customers. Successful objection handling can help you addresses customers fears and concerns, creating loyalty that can lead to multiple sales

Antes de mais nada você precisa gerar relacionamento. Uma objeção não significa rejeição, mas oportunidade para entender com mais afinco a necessidade do cliente. A confiança gerada junto com a disponibilidade do cliente de repassar o seu desejo te ajudam a ser convincente naquilo que será apresentado como artigo indispensável ao seu produto.

Following up with customers is crucial for building strong relationships and ensuring customer satisfaction. Here are some examples of how to follow up with customers. Post-Purchase Follow-Up: Email Thank-You and Feedback Request: Follow-Up Call: Service Follow-Up: Post-Service Email: Remember, the key to successful follow-ups is to be genuine, provide value, and show that you care about your customers' experiences. Personalization and a customer-centric approach are crucial for building long-lasting relationships

I’ve found that the next time you see the customer you ask them how everything went with their event and have a conversation with them about it this makes them feel like they are important and cared for sending e-mails or texts or calls is very lazy and uncaring you have now made them feel at home in your house and they will return with their friends

Ironically, recommending is about ASKING, not about speaking. So, ask first, and then recommend. You CAN'T create the need; you can only discover it. And the best way to do that is by asking questions, not giving long speeches.

It’s about the benefits the item brings to the transaction. The value to the customer has to benefit them in some way. The color, style and increase in value. It dismayed if the customer is buying a new pair of boots, a car or even a house, they will buy the additional item if they understand the benefit.

Créer un lien de confiance, reconnaître votre client ou en savoir plus sur elle/il/iel. Le but est de vendre certe, mais un(e) client(e) écoutée et détendue, qui a l’impression de faire son shopping avec un(e) copin(e) est plus ouvert à la vente complémentaire et ou additionnelle.

I think all the above solutions assume availability of store staff. There are ways to improve sales of complementary products without staff assistance as well: Product Combos - making a combo of complementary products (e.g. laptop + mouse + keyboard) Strategic placement- Keeping complementary products near each other. E.g. keeping a sample detergent sachet near kids’ football. Kids will get dirty. Visual merchandising -e.g customers who bought this badminton racquet also bought non-marking shoes, towel, water bottle, shorts etc

In this day of technology and do it yourself mentality that companies are projecting at the public it is good to look back to see how you got to where you are and remember all the personal experiences that got you there and keep them going into the future not replacing them with impersonalized experiences for the sake of saving a few pennies who knows you might make more doing it the old fashioned way