Earn Up To 20% More With One Simple Step

All eyes are on retail this time of year and many of you make your living with sales in one industry or another. With that said, I wanted to share a tip on how to increase your sales by 15-20% at no additional cost to sell! It’s two simple words: Second Sale. The second sale is in fact the easiest money you can get from a customer, yet 96% of sales people never attempt it!

The second sale is the most often neglected opportunity in almost every sales transaction. Understand that you never get ALL the money from any one customer. Most sales people never ask for the second purchase because they are selling scared, not trained properly and/or haven’t done the math.

From now on, instead of just giving up and starting from scratch with another buyer, go for the second sale with an additional product or extra item. Remember, the rapport has already been built, the customer is already comfortable with you and they trust you as the expert. Plus, people use second purchases to validate their original decisions. This is a deep closing psychology here, but it validates why you almost never see anyone with one package. It explains why you walk out of the Apple store with your new Macbook and additional speakers to enhance your first purchase. 

Offering customers additional options by presenting them with products and services increases their loyalty and expands revenue at higher margins.

Think about coffee megastore Starbucks. They use food—baked goods, sandwiches and even tea—to follow their coffee offerings.

Unfortunately, most second sales are initiated by the customer and are not a result of the efforts made by a company or salesperson. Salespeople often incorrectly presume the customer is spent out. They aren’t trained on how to successfully pull off the second sale. 

When it comes to pulling off a successful second sale, timing is critical. Most people fail because they attempt it before the first decision has been made. Before going for the second sale you must fully acknowledge the customer’s decision to purchase the first item. When you say, “Congratulations on the great decision you have made today, I am certain you will love this product,” you are now at the point where you have not finalized the sale but have begun the process of closing the transaction. This is the time to introduce the optional second sale. For example, “John, I would like to suggest that you add product x, y or z to your purchase today as it will complement and support what you have decided on. And it’s just a matter of time before you will need these items anyway. Can I add them for you?” 

If you don’t believe that your products and services are great, then don’t sell them. If you trust in the products and services you offer, then properly invest yourself and your commitment to them through education and training yourself and your salespeople on how to offer these techniques easily and seamlessly. I am determined to help you. Cardone University is the #1 Sales Training Sales System in the world and I want to make it accessible to everyone. If you don't yet have Cardone University - take advantage of it today. I am adding my new Cold Calls program to a special holiday package—which would put this investment at $13.2k. Today it’s on sale for $995—93% off—for a limited time.

Invest in yourself today.

Be great,

GC