Those seven words can give you a boost you would never realize at first glance.

Back in the 90s, I worked at a Radio Shack. They had 2 rules for sales: minimum 2 lines per ticket, and 40%GP. The easiest way to both are with addons to sales that customers may not have even thought about until they are suggested.

Had a customer that a coworker sold a pair of steer axle hubs to yesterday. Customer didn't realize they didn't come with wheel studs, so he calls up and talks to me.

Total for 20 wheel studs and 2 wheel seals: $381. Not a bad sale.

But not good enough.

My next question to him is if he wants the wheel end hardware, safety washers, nuts, etc., commenting how it would be bad to have a hub fall off because of a $2 snap ring being reused or a nut with stretched threads.

He thought for a moment and immediately agreed. This added an additional $250 to the total. Now instead of a $381 sale we have a $631 ticket to go along with the trust we've built with the customer that we are watching out for their needs while not being pushy about it.

If you want to maximize your gross, you need to ask for it. It not only boosts your bottom line, but your GP% as well since these are typically very high margin addons. While some customers will occasionally later return unneeded parts, the majority will throw them in a bin for when they MIGHT need them in a pinch someday.

Happy customers. Happy margins. Happy paychecks. Everybody is happy. Everybody wins.