Paul Rowett
Paul Rowett in Tips and How to's
August 18, 2016

How to consistently improve your suggestive selling skills

This is the final blog in the  ‘How to Make the Most of Suggestive Selling’ series and we would like to congratulate all of you who have already completed the course.

Throughout this series we have spoken about the importance of product knowledge, listening and making an effort to get to know your guests so you can make suggestions that add value to them.

These three elements make up the core principles of suggestive selling, which means these are the skills you need to constantly practise to ensure that you are sales fit.

Improving product knowledge
The best way to do this continually is to keep doing your IHG® Frontline course work!

Do your best to complete all the product knowledge courses assigned to you. Test your knowledge by doing theory assessments for each lesson. Remember, if you want to refresh your memory on work you have done before, you can always rewatch lessons whenever it’s convenient for you.

Exercise your active listening skills
Practice makes perfect!

You will get better at this the more you try.

Be sure to take note of verbal and nonverbal cues. Make an effort to read your guest’s body language. Are they deep in conversation? It’s likely they don’t want to be disturbed. Or if they are trying to get your attention they are probably looking for assistance with something.

Getting to know your guests
One of the biggest mistakes salespeople make is they talk too much!

You may ask, if I don’t speak, how do I sell my product? Well the answer to that is fairly simple!

When you do talk – and it should only be about 20% of the time – you should spend half of that time asking questions. This will help you work out what your guest needs. When you understand what they want, you will be in a better position to recommend products that satisfy their needs.

Whenever  you are trying to sell a more expensive product than the one your guest requested, you need to be able to explain your recommendation immediately and with confidence.

We hope you have enjoyed this series. Please, let us know which lesson in the Suggestive Selling blog series was your favourite in the comments section below.

Paul Rowett
Paul Rowett
Chief Operations Officer at Lobster Ink