Recession Regression – The Suggestive Sales Paradigm Shift
Thursday, May 6th, 2010I was getting a haircut.
The barber went on and on about a colleague of his who had been consistently convincing customers not to buy the expensive products at the shop. “Oh, you don’t want to buy that here. Just go up to CVS and you can find the same thing for a lot less money there.” Funny thing was, the employees at the shop are all paid a commission on the products they sell. Nonetheless, employees continually undersold the products – probably the same employees who complain about not making enough money…but that’s another story.
I couldn’t help but think about a situation I recently had at a restaurant when I asked the server for a different side with my entrée. He proceeded to hem and haw followed by an apologetic explanation that my request would result in an additional charge. In my mind I was hearing, please sir, don’t spend more money here. I spent some time in the restaurant industry. Up selling and suggestive selling is basically what brings home the bacon (sorry, I couldn’t resist).