About once a week I grab my laptop and head to a caf to work, brainstorm, and map out business plans. I usually enjoy a latt, cappuccino, or green tea while I work and Ive found the change of scenery ignites my creativity and jump starts my productivity. For years Ive gone to the same caf on Yale Avenue for my weekly ritual, but last week I stopped into a Barnes & Noble Cafe. I approached the counter to purchase a latt and the sales person immediately responded with an up selling offer. She asked, Can I get you a slice of cheesecake to go with your Caramel Macchiato?
I wasnt even thinking about dessert, yet I somehow let the unexpected query: Can I get you a slice of cheesecake to go with your Caramel Macchiato? entice me into accepting a rich slice of cheesecake.
The lady at the Barnes & Noble Caf flawlessly executed the up-selling technique and without any hesitation I accepted. Not once in the three years of my attending my usual caf has anyone tried to upsell me. As I enjoyed each delectable bite of the cheesecake I wondered, What would it mean to Barnes & Nobles bottom line if every salesperson in the Caf attempted to upsell beverage...
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