How to Create Easy Add On Sales In Holiday Retail | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

Do you remember when McDonald's used to ask, "Do you want fries with that?" Back, 20 or 30 years ago, they knew that added on to sales pretty easily because once a customer says, "Yes," they're much more likely to say "Yes" to an add on. So here's what I want you to be thinking about today is for every shopper who comes in, certainly for the next six weeks, simply ask, "Who else gets a gift?"

You'll see people look up to the left and look at this imaginary list they have in their minds. I've said this once before on this flash briefing, but it is so important that I'm saying it again. By asking this one question, it will stop shoppers in their tracks and get them to consider their list. And if they say they don't have anyone, then you can simply say, "Oh, well, what about something for yourself then?"

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