How can you learn from your customer behavior to arrange your store displays and how can these help upsell customers? There are several inherent challenges with upselling.
One issue is visibility. What do your customers see and when do they see it? By integrating advanced video surveillance that includes robust analytics software, you can know exactly what is happening in your store at any given time. Heat mapping can tell you where people tend to stop and examine certain items—the accessories wall in any Apple Store would be just one example. These systems also integrate with your point-of-sale data, so you can determine how often your salespeople are able to upsell a given product and rate their effectiveness and performance.
Another challenge is getting customers to equate brand name items with quality instead of cost. While this isn’t always easy, there are certain tactics for overcoming this challenge.
Have you been able to improve upselling by your employees? Share your results in the comments!