Using Customer Histories To Maximize Sales
When dealing with a repeat customer you’ll notice that you see a “Customer Summary” early in the sale process. This is there to help you increase the sale value.
One of the first things you should look at is the “Notes”. If they say a customer is always in a hurry, you should take their order as quickly as possible. If they love golf, you might want to ask how they are playing. You are trying make them feel comfortable so they will be prepared to spend, and provide a good experience so they will come back.
Next you want to look at “Average Order”. This shows how much the customer spends on average. You never want to suggest they spend anything less. If it’s a phone order and their average order is $150, tell them you can do something absolutely beautiful for $150 - that way of they balk you can still do something very nice for less.
It works on cash & carry sales too. If a customer who normally spends $100 comes to the cash register with a $30 arrangement you should say something like “did you see our.....” and then show them your more expensive pieces.
“Largest Purchase” serves as a loose target. It is the maximum the customer has ever spent on a single sale, and you would always like to get back to (or above) that figure.
