Pulse September 2015 - Page 38

Upsell TACTICS Getting Guests to Spend More BY ALEXANDER MENRISKY pselling, the act of encouraging customers to buy more or better products, might sometimes be considered retail’s guerilla tactic. In fact, it is something that everyone in retail should embrace, teach and encourage. After all, thanks to being asked if they want fries with their burger, upselling is something modern consumers have become very used to. 36 PULSE ■ September 2015