Do your customers a favour and ask for the add-on sale!

November 21, 2013

By Colin Wilson | Director, Business Advisor & Certified Chair
November 21, 2013 Sales Tips

By Roger Watson, Sales Trainer and Advisor, Key Business Advisors

With Christmas only weeks away, many companies have already started their peak selling period. During sales training sessions, we are all told how much extra revenue can be made by simply asking the customers if they would like to buy a companion product for their original purchase.

Let’s look at this from the customer’s point of view for a moment. Have you ever gotten home after buying a product only to find that you need that extra “something” to either make it work or get extra pleasure from that purchase?

When I had my first child, I went to an electrical retailer and bought the latest digital video camera. Can you imagine my frustration when I arrived home to find that it didn’t come with a blank cassette to record with? My wife of course asked, “Why didn’t you get a cassette when you bought the video camera?”

My response was, “Because they didn’t tell me I needed one and I assumed there would be one in the box.” When I took my frustration back to the store, I was amazed that they saw this problem as “my error” and not theirs.

Many younger staff feel embarrassed and pushy if they ask for the add-on sale, so I ask them, “What is your customer going to wish they had also purchased when they start to use your product or service?”

Are they going to get home and say…?

“I wish I had the right batteries to run this toy on Christmas Day.”
“How much nicer would this iPad be with a cover?”
“What should I use to clean this?”
“How am I protected if this gets lost or stolen or breaks down?”
“How can I recharge this quickly and easily?”
“This lamp looks great, but I don’t have the right light globe.”

After the major purchase decision has been made, you as a sales professional are then in an ideal position to suggest what would go well with that purchase to increase the customer’s enjoyment of using it.

Do your customers a favour and offer them the things that will make their Christmas brighter.

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Exceptionally well delivered training. Colin had everyone in the room engaged and participating, even our biggest skeptics. My profile and learning how to use my strengths and tailor these for positive interaction with all of the different customer types we have, has paid off within 24 hours. ABC (iykyk) really works. Thanks Colin.

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Outstanding session today done with Roger. I have learned so much. Very informative and engaging throughout the whole day. Highly recommend.

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I attended the B2B Masterclass yesterday, conducted by Colin Wilson. Arguably one of the most practical sales training programs I have attended. The combination of real lived sales experience, role playing and practical exercises, provides a solid learning opportunity. I would recommend this to anyone who desires to improve their professional sales skills.

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It was amazing and worth every minute to invest my time in learning all about B2B sales & marketing for one day, and then to have one on one with Colin, for another day, to focus on my business plan & strategy. I am inspired and focused on bringing my goals to life! Now, it's time to me to begin. Thanks so much for sharing your knowledge & time Colin!

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Having just completed a two day sales training workshop with my colleagues in Perth, this has been invaluable for us to learn some new skills, refresh our thinking and gain some additional motivation for success. Colin lead the sessions with total professionalism, expert coaching and with an element of fun, which made for an ideal environment to learn. I would recommend you reach out to Key Business Advisors, and discuss your potential sales training needs, no matter the level of experience within your teams.

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Me and a few other colleagues had a training session with roger, who was very engaging, charismatic and informative. Taught some valuable sales techniques without a feeling a of customer exploitation. Very good!

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I have worked with Ben in the lead up to a major 'people and employment' review process and found his knowledge of his business and the application of employment fundamentals to be exceptional. Ben displayed a high level of commercial and business understanding and was able to articulate how this could be applied in a pragmatic and efficient manner. I would be happy to endorse Ben for any business projects that require his support and could benefit his expertise.

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Colin recently ran a 1/2 day business strategy workshop for our team. Up front Colin took the time to understand what each member of the team wanted to get out of the day. He has the perfect way of engaging with each different personality and made sure all topics were covered with sensitivity and openness. Thank you Colin for a very productive and energizing workshop. It was a fantastic way to finish off the year.

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07:54 16 Nov 22

I’ve had the opportunity to watch Colin deliver the same course to a group of RPM Group sales consultant twice this week. It was amazing to see a professional in his element having the group listening to his every word. His business is one of many businesses forced into hiatus have now come out of lockdown more polished and with an insatiable hunger to succeed. Looking forward to seeing you in action next week.

Shelly Harris

11:28 24 Aug 22

I recently attended the B2B Sales Training Program facilitated by Colin. It was fantastic. A full day of practical, informative and immediately useable information. Colin's energy, positivity and enthusiasm is infectious. He listens and adjusts to every participants industry and situation allowing everyone to get the most they can out of the day regardless of their sales knowledge or experience.Thank you Colin for a great workshop.I'm looking forward to sharing the information and your insights with my team.

Lachlan G Olive

06:54 18 Aug 22

I am 23 years old and have been studying sales for the last 4 years, while actively working sales roles for the past 16 months. Today I had a full day sales training with Colin, and I must admit, everything I've learnt over the last 4 years. Colin summed it up in less then 8 hours. Explained perfectly. I would highly recommend Colin and Allyson. They are honestly superstars.

Jack Smith

06:07 15 Aug 22

We recently decided to make the " tree change" to regional Victoria. I approached Colin and his team at KBA to assist me with finding a role that would make the " tree change" complete. Having known Colin on a professional basis for over 25 years, I knew full well, Colin's extensive network both in Victoria and nationally along his passion to find the right fit for both individuals and companies would result in me finding a fantastic and satisfying role.

Joe Akiki

01:53 15 Aug 22

The team at KEYBA have been an integral part of our business for many years. Colin & Allyson have been a tremendous source of support, knowledge, guidance and quality advice providing the leadership team the confidence to make well informed decisions. Highly recommend their services.

Jay

09:22 28 Jul 22

Fantastic, informative mentoring. The Leadership Training Program was well presented. Colin is very knowledgeable. Thank you

Stefan Valentini

00:59 15 Jul 22

Colin and Ben have been fantastic, Our sales team at Maple Living have had the pleasure of learning how we can take our sales to the next level, in only a couple weeks we have set goals, worked on our sales techniques and learnt much more.These guys are the best in the business, looking forward to learning more and more.

Sarah Laycock

01:56 14 Jul 22

Colin and Ben have been fantastic! Professional and full of knowledge. Looking forward to working with them to take myself and the team to the next level at Maple Living!

Laura Blundell

06:23 04 Jul 22

It has been a pleasure working alongside the KBA HR Team on our WHS project. Maja and her team go above and beyond the agreement scope giving us help in all areas not just WHS. They adapted to how we run internally including using our systems. Importantly, the team is fun and real in their advice. Thanks Team!

Daniel Pederick

02:15 30 Jun 22

We have been utilizing Colin's Services in the development of our business strategy and sales development for the past two months and have found his advice and input invaluable

Cameron Evans

04:16 20 Jun 22

I have utilised the services of Colin and his team at KBA for just over 12 years. In that time they have helped with HR advice, sales training, professional development and business mentoring. The growth and continueing success of my business has been positively impacted significantly by Key Business Advisors.

lize-marie Wright

04:20 09 Jun 22

Colin did a workshop with our Howardco team today 9 June 2022. The workshop was excellent and did what any good workshop should it gave me a fresh perspective and encouraged us to go away and think about the actions we need to take going forward. Thank you for a great workshop Colin

Carlie Mcwilliams

05:43 12 May 22

Colin and Lorraine facilitated our organisational strategic planning workshop. Over two days they both presented professionally and are very personable. Easy to ask questions and they led the team positively and kept everyone engaged the whole day. The planning pre workshop was of a high standard and relevant to our organisation. We can’t wait to have our first progress review. Thank you

Toni Walls

05:39 10 May 22

Great day with Colin and Lorraine! They sure know their stuff, highly recommend!

Nakeia Bree Wightley

03:12 04 May 22

Excellent training, I am new to sales and after today's training my confidence and knowledge on sales has skyrocketed! Job well done 👍👍

Shameran Warda

06:07 02 May 22

I’m currently in the process of launching a start-up business and so fortunate to have the expertise and knowledge of Colin. He has helped shape and put me on right track on how to set up a business. So excited of what’s yet to come, I highly recommend Key Business Advisors.

Michael Verrenkamp

06:50 29 Apr 22

Fantastic experience. Has shown me how to improve in terms of communication with our customers and to provide a better experience for everyone involved.

Simon Ward

06:30 12 Apr 22

What a great sales workshop/ training session we had with Colin and the KBA team. The chefs hat team has a key partner with KBA consulting with the team. I highly recommend anyone new or seasoned sales professional to have a chat with the team to develop your sales skills and insights. Never stop learning.10/10

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