Really listen to your customers replacing an existing device
Take note about what your customer has had trouble with
It's called "Digging for Pain"
This is one of the most effective ways to drive conversion
and a strong basket
The customer tells you WHY they don't like their current hardware
You use that information to recommend a complete solution later on in the conversation.
Let's see what that looks like
What didn't you like about your old PC?
The battery life is horrible
I'm on the go alot and need my PC to be able to run for more than an hour on battery
I think I might have a virus
I keep seeing pop ups, and I close them out but they keep coming back.
The corner of the screen is damaged
I can still use most of it, but I can't click in the corner to close windows
IN THIS SCENARIO
We reminded the customer of the frustrations that led them to come to the store in the FIRST PLACE.
Reaffirming why they need to buy the PC today!
We uncovered clues to hardware features that are important to the customer
TO SELL ADD ON SERVICES
and confidently recommend a complete hardware and services solution
Building the Basket