Appliance Sales Techniques

Home appliances are big-ticket items that last a long time -- a gas range can last 15 years, and a refrigerator has a life expectancy of 13 years. Many homeowners replace an appliance before it reaches the end of its useful life because they don't like the way the old appliances look, and they realize that new appliances are more efficient and innovative. Several sales techniques help appliance sales businesses persuade customers to replace their appliances with new models.


  1. Bundling appliances means that the more appliances a customer buys, the more money she saves. Stores offer savings when a customer purchases a "bundle" -- two or more appliances -- at once. A customer could get a volume discount of 5 percent for two appliances, 10 percent for three or 15 percent for four. The store moves its inventory and makes a profit, and the customer gets a good deal.


  1. Another way to attract customers to the store and create demand for new appliances is to feature cooking demonstrations at the store. A local celebrity chef or a gregarious employee who can cook entertains shoppers while creating a meal that highlights the features and benefits of new cooktops, stoves, convection ovens and microwave ovens. On a smaller scale, store staff use a featured oven to bake cookies or serve ice cream and beverages from a featured refrigerator-freezer.


  1. Adding extra value is another effective sales technique. Extended service warranties give customers peace of mind that, once they buy an appliance, they won't have to pay for unexpected repairs. Offering financing that gives customers up to 90 days to pay for the merchandise without incurring finance charges is another enhancement that helps sales staff close the deal. Offering free delivery and set-up of the customer's new appliances and free removal of the old ones makes buying new appliances even easier.

Online Marketing

  1. An appliance dealer should maintain an online presence that includes social networking and e-commerce. Social networking sites enable dealers to connect with their customers and promote new products and special sales. An e-commerce site captures sales from customers who prefer to shop online. It also provides information for customers who like to research appliances before they buy.