This is a technique common in the retail industry. It means that you give the customer at least two choices (hence both of which are ‘dual’), potential sales, thus being in nature. ‘positive’ Example: A customer wants an after-dinner drink. If you said you want a port?” you risk losing a sale because the customer may not like “Do port, and it is very easy, too, to refuse a closed question. However if you say you like a bottle of port or liqueur?”, or you like a port “Would “Would or a muscat?”, you are offering two options, both of them potential sales, and you stand a better chance of making a sale. The ABC of sales When selling in the wine shop, sales can be increased if the concepts underpinning the of Sales’ are remembered and put into practice at appropriate moments. ‘ABC The ABC of Sales says that sales fall into three different categories Automatic, Bettered – and Created ABC. –
This is a technique common in the retail industry. It means that you give the customer at least two choices (hence ‘dual’), both of which are potential sales, thus being ‘positive’ in nature. Example: A customer wants an after-dinner drink. If you said “Do you want a port?” you risk losing a sale because the customer may not like port, and it is very easy, too, to refuse a closed question. However if you say “Would you like a bottle of port or liqueur?”, or “Would you like a port or a muscat?”, you are offering two options, both of them potential sales, and you stand a better chance of making a sale. The ABC of sales When selling in the wine shop, sales can be increased if the concepts underpinning the ‘ABC of Sales’ are remembered and put into practice at appropriate moments. The ABC of Sales says that sales fall into three different categories – Automatic, Bettered and Created – ABC.
TM_Serve_a_range_of_wine_products_refined.docx