YOUR FASTEST PATH to cash isn’t brand-new customers, it’s getting existing customers to spend more. Here are five biz-tested actions you can implement today to boost sales — without feeling salesy. They’re pulled from recent live training sessions I led with clients.
1. Show, Tell & Ask in Every Interaction
Don’t point to or hold the merch — put it in their hands. Have them squeak the toy, feel the padded leash handle, spritz the coat spray so they smell it. Then tell a quick benefit story: “Because this toy is extra durable, it lasts longer and saves you money.” Finally, ask “Want to take one home today?”
2. Reframe Selling as Helping
If selling feels “icky,” you’re not alone. Many store owners (and team members) avoid sales conversations because they don’t want to appear salesy and/or they fear rejection. The mindset shift is simple: You’re not selling, you’re solving a problem. That harness isn’t just a harness — it removes pressure on the trachea. That nail trim isn’t just a service — it’s stress-free movement. When you frame selling as servicing, your confidence grows and customers welcome your recommendations.
3. Close the Loop by Offering Choices. Then Zip It!
After you’ve matched a solution, invite the decision: “Shall I grab the medium bag or the trial size?” or “Friday or Saturday for that nail trim?” Offer two clear options, then pause. Don’t talk yourself out of the sale. When they decide, keep momentum with one add-on: “Would you like pumpkin to help with the food transition?”
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4. Turn “No” Into the Next Step
Objections aren’t rejection; they’re curiosity. Use the four A’s: Acknowledge, Ask, Address, Ask again. For example: (Acknowledge) “Totally get it — price matters. (Ask) What do you usually look for first in food — price, quality or convenience? (Address) You’ll feed less on this food, so your per-meal cost is lower. (Ask again) Want to try the smaller size today?” Use this for “We buy on Chewy” or “We’re just looking.”
5. Make Selling a Game For 7 Days
Pick a high-margin product or service of the day and give your team three talking points. Track wins visibly — whiteboard, jar of poker chips or a group-chat tally. Small, same-day rewards work wonders (gift cards, extra break time, first dibs on new swag). Add variety with sales bingo. Celebrate effort, not just results — confidence grows with repetition.
Prompts to Use
- “Let me show you how this works …” (demo)
- “The great thing about this is …” (benefit story)
- “Would you like the three-pack or six-pack?” (choice close)
- “I hear you. May I ask what matters most about ___?” (objection open)
- “Amazing — thank you for supporting local. Let us know how it goes!” (gratitude)
Implement using these actions today. Put something in customer hands, reframe selling as helping, offer a choice, re-invite after objections, and keep it fun with a simple game. Small wins stack up — and so do transactions, tips and totals.
