Now that you have closed the sale, you are done right?



Wrong.

Well, if you're a typical store these days you are done, however you're a small business owner so you need to make sure the customer has everything they need before walking out the door. It is time to suggest the important accessories for their purchase.

If they are buying a printer ask them if they need a cable for it. If they are buying a digital camera suggest rechargeable batteries for it (if it doesn't come with them) and a memory card.

Nothing is more frustrating for a customer than when they buy a product and then find out that they need to go back to the store and buy something else for it. Don't feel like you are pushing products on a customer, you are just getting them what they need. I have had to deal with way too many customers who were not told they needed a USB cable or their batteries died quickly and wanted to know why it wasn't told to them that they should by these products. If you suggest the products and they say no, then the customer is responsible for not buying them.

OK, there is also a financial benefit for you. Often times the accessories have a gross margin substantially higher than the main item so you are also making more money.

Don't forget to accessorize.

Zig Ziglar is a good place for information on selling.