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Add-Ons

The Importance Of Suggesting Add-On Merchandise
Have you ever bought the coolest new gadget or a hot new toy for the kids, then drove

home, opened the box and realized it required batteries that you don’t have? How
frustrating! Especially since you remember seeing batteries on a display near the

register as you checked out. If only the clerk would have suggested batteries.

Add-on sales are defined as additional products that may be of value to customers
purchasing a specific item. For example, with the purchase of a 3D TV, it’s critical that
the customer is informed of our 3D Blu-ray home theater system as a complement to

their purchase. Without it, they might not be able to enjoy all the movies they love and
are eager to watch in breathtaking 3D. WELCOME & ORIENTATION / TRAINING ROADMAP

Try stressing the importance of add-on items while educating the customer on the

benefits of the product they originally came in for. By doing so, you provide a solution and INTRODUCTION TO SALES / GASC METHODOLOGY / UPSELLING / ADD-ONS
greater service to the customer while boosting profit to your store.

Practice What You’ve Learned!
Give your customers the best service experience possible by recommending add-ons

that will enhance the product they select. Draw a line from the products (below) to the
correct add-on merchandise on the right.

➊ Lane sofa and loveseat • Coffee and end tables

➋ Whirlpool washer • A sound bar

➌ Sony HDTV • A Whirlpool dryer

➍ Ashley living room group • An HDTV

When suggesting add-on sales, try the
assumptive close. “Mr. and Mrs. Jones, I
assume with your new 3D TV, you will
need a 3D Blu-ray player as well. Let
me figure that into the price for you
today.”

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