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Impulse selling carries great growth potential for retailers of all kinds. However, implementation is hindered by an understaffed environment.
Increase in cashier
impulse selling: 32%
Time Span:
4 years
Impact on basket average
(Sales/customer): Up by 25%
![retail-01](https://phantomshopping.com/wp-content/uploads/2020/06/retail-01.jpg)
The Challenge
Raw truth is that customers want to be sold. A purchase of related goods or just many products give a comforting feeling of successfully solving a project, job well done. Yet the spread of understaffed discount chains that declare no service, challenges the relevance of suggestive selling.
![retail-02](https://phantomshopping.com/wp-content/uploads/2020/06/retail-02.jpg)
The Outcome
Introducing the “Low Effort Selling Scope” (LESS) we developed minimum standards that even cashiers can do to recommend impulse products. Tracking and incentivizing these brought results that made 5 additional countries adopt the method.
Prepare for growth.
Track
Defining the most relevant KPI’s, piloting, setting frequency, implementing tracking
Feedback
Establishing a feedback culture, setting up encouraging environment, preparation and training
Incentivize
Helping find the right type of incentive and levelling it both horizontally and vertically
Revise
Fully revise at least once a year to ensure constant evolution and relevance