RETAIL-FLOOR-SERVICE5 MIN READ
Walk from discovery to link sell
Sequence discovery, recommendation, and link selling so the add-on follows the customer's need.
The setup A shopper needs luggage for a two-week work trip and must keep client clothes neat. The link sell will only feel useful if it follows the stated use case. The framework Ask, reflect, recommend, link Pair SPIN-style discovery with retail suggestive selling so the add-on has a customer reason. Do not pitch first Earn the add-on through relevance. The extra item feels like completion, not pressure A link sell should be explainable using the customer's own words. 01 Ask 02 Reflect 03 Link Discovery Step 1
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