How to make the multiple sale

“Stop” said one of my clients. He went on, “This is great. I need to schedule a second day with you. Let’s put it on the books now.” I replied, “Of course.”

What I really wanted to say was, “You never sell just one bra.”

After booking that second day of consulting with my New Orleans client I’ve tried to never sell just one bra again!

What’s with the bra?

My dad sold Bestform® bras and girdles (think Spanx) to stores across Texas, a long time ago. My mom traveled with him at times and became the original sales consultant. She taught the department store sales people how to sell. Her mantra – “You never sell just one bra.”

Recently this letter, unearthed by my sister, Nina, (in one of her serious piles) was from Don Stone, the CEO of Foley’s Dept Store in 1958! He wrote, “Bestform ended up with a 42% increase over the same week last year. It is always amazing how much someone like you can teach any of us.”

Anne Cortell Secrets to the multiple sale

✅ Value

Look at what you are selling and be able to define your Value Proposition. It is not what you sell, it is what continual value you bring to your customer that makes the first, second and third sale happen.

Look at Bestform’s great 6-word Value Prop on the pic with my Mom. “No finer fit at any price.” 👍🏼👍🏼👍🏼

✅ Transaction size

How do you bundle your products/services? Is there a way to make a larger sale by bundling or creating tiers of service? You get a menu at a restaurant… and you probably order more than just one item. Can you do the same with your business model?

Anne Cortell always suggested, “Wear different bras for different style needs.”

✅ Belief

Belief in self

You can’t sell anything, let alone a multiple sale, if you don’t believe in yourself.

Belief in your product/service

Enough said.

Anne Cortell had both covered, with added support.   😉