Making Every Employee a Salesperson Through Suggestive Selling

   One of the fastest ways to generate more incremental income quickly is to upsell customers during a transaction, especially a face-to-face one. Upselling is something that is easy and natural to do and should be done by every employee who comes into contact with players or members either in person or over the phone.  This includes the behind-the-scenes employees such as the golf course maintenance crew as they too interact with members, their guests, and other players on occasion. (For the sake of brevity, the word member will be used from here on out to include anyone who is using the club for their enjoyment.)

   Upselling is nothing more than suggestive selling. The employee will do nothing more than suggest something that is offered by the club. Quite often, upselling will be viewed as a help to the member as it creates awareness of what the club has available and what events are coming up in the future.