Suggestive Selling That Works

Simple Ways to Help Your Team Increase Sales at the Counter

With the right words at the right time, your employees can turn everyday transactions into higher sales and happier customers. Suggestive selling isn’t about pushing people—it’s about offering the right item, at the right moment, in a way that feels helpful. And in a fast-paced convenience store, that small shift can make a big difference.

At TBHC Delivers®, we’ve seen how our most successful c-store programs use simple techniques to increase profits and deliver better service. Your Hunt Brothers® Pizza program already brings customers in. Now let’s help your team take it to the next level.

 

Why Suggestive Selling Works in C-Stores

Convenience stores thrive on quick, satisfying purchases. That’s exactly what makes suggestive selling so effective. It fits naturally into short customer interactions and encourages add-ons customers may not have thought of themselves.

Here’s why it works:

• It feels helpful. When done right, customers appreciate the reminder or suggestion.

   

• Small add-ons = big wins. One extra item per shift can lead to thousands in added revenue annually.

   

• It builds trust. Friendly service that includes thoughtful recommendations leaves a good impression—and keeps customers coming back.

   

What to Suggest (and When)

Your team doesn’t need to memorize a sales script. They just need a few go-to prompts that fit your menu and your store’s flow.

Here are some easy examples to work into daily interactions:

• When someone orders a Hunk A Pizza®:
  “Want to add a drink or some WingBites® with that?”

   

• For light eaters or parents with kids:
  “Would a Hunk of Thin Crust sound good today?”

   

• When customers grab a drink or snack:
  “Looking for lunch too? We’ve got hot pizza ready.”

   

• With whole pizza orders:
  “Need drinks, napkins, or plates to go with that pizza?”

   

• During afternoon or late-night lulls:
  “We’ve got fresh WingBites® in the warmer if you’re hungry for a snack.”

   

It’s not about being pushy—it’s about being present, friendly, and helpful.

 

Easy Upsells That Make a Difference

Not sure what to focus on? The best upsells are simple, familiar, and fast. These aren’t complicated suggestions or hard sells—they’re small additions that feel natural to recommend and easy for customers to say “yes” to. And when your team makes these suggestions consistently, they can really move the needle on your bottom line.

Start with these tried-and-true favorites:

• WingBites
  Bite-sized and craveable, WingBites are an easy add-on for customers looking to round out a meal or grab a quick snack. They’re especially great to suggest during late afternoon or evening rushes.

   

• Drinks
  Drinks are the classic upsell for a reason. Whether it’s bottled soda, water, or a fountain beverage, pairing a drink with a Hunk A Pizza is a no-brainer for most customers—and adds high-margin dollars to every transaction.

   

• Thin Crust
  Perfect for lighter appetites or between-meal cravings. If someone seems hesitant to buy a full original crust Hunk, a Thin Crust Hunk gives them a way to grab pizza without overcommitting. It’s also great for parents shopping with kids.

   

• Double Cheese
  Who doesn’t want more cheese? Offering extra cheese on a whole pizza is a quick upsell that customers love. It adds indulgence without slowing down prep or increasing labor.

   

• Sampling
  Offering a taste of something new—like Thin Crust or WingBites—can drive trial and lead to bigger sales. Try offering samples during peak hours to promote limited-time offers or underperforming SKUs.

 

How to Train Your Team

Even the best foodservice ideas fall flat without the right team support. Here’s how to build a confident, friendly crew that’s ready to sell:

• Keep it simple. Give them two–three suggested phrases to start with.

   

• Practice during slow hours. Roleplay can help break the ice.

   

• Track success. Set weekly goals and celebrate small wins.

   

• Use POP. Let signage back up their suggestions—it’s a team effort.

   

Remind your team that they’re not “selling”—they’re offering helpful service. Customers are busy and distracted. A well-timed suggestion can improve their day and your bottom line.

 

Keep It Friendly and Fresh

The most effective suggestive selling doesn’t sound like a sales pitch—it sounds like a helpful tip from a friendly team member. That’s why it’s important to keep your prompts natural, timely, and relevant. When you rotate your approach and respond to what customers want in the moment, suggestions feel more like good service and less like a script.

Here’s how to keep your selling strategy fresh and engaging:

• Change your staff’s suggested add-ons by time of day.
  A “Want some WingBites with that?” works great in the afternoon, when people need a snack. In the evening, suggest drinks or whole pizzas for customers heading home for dinner. Keep a few go-to lines for different dayparts and help your team adjust on the fly.

   

• Tailor prompts to seasonal cravings or limited time offers. When it’s cold out, suggest hot items like extra-cheesy Hunks or warm WingBites. In the summer, customers may go for lighter options like Thin Crust or ice-cold drinks. When a new LTO hits the menu, have your team try a line like, “Have you tried the new one yet? It’s been really popular.”

   

• Use fresh POP signage to back up your message.
  Make sure your in-store signage matches what your team is saying. If you’re running a combo deal, call it out near the counter and on warmers. When your team and your signage are aligned, the message sticks.

   

• Encourage team members to make suggestions based on the customer’s current order.
  Is someone buying a drink and a snack? Mention there’s hot pizza in the warmer. Ordering a whole pizza? Suggest adding napkins, plates, or wings for a complete meal. This approach shows customers that your team is paying attention and ready to help.

   

Keeping your prompts fresh helps avoid customer fatigue and makes it easier for staff to stay confident and engaged. It’s all about making customers feel seen, supported, and satisfied.

 

FAQs: Suggestive Selling in C-Stores

Q: Will customers get annoyed if we try to upsell them?
A: Not if it’s done right. Most customers don’t mind a friendly suggestion—especially if it helps them remember something they wanted or makes their order better.

Q: What if my employees don’t want to be pushy?
A: They don’t have to be. Start with simple, helpful lines like, “Would you like a drink with that?” or “We’ve got fresh Hunks ready.” The goal is to offer, not pressure.

Q: How can I tell if suggestive selling is working?
A: Track your sales of combo items or upsells like wings, WingBites, drinks, and extra cheese. If numbers go up, it’s working. You can also ask your TBHC Delivers Account Manager to help review results.

Q: How often should we change up what we suggest?
A: Try updating your go-to suggestions every couple of weeks, or when you introduce a new item or promo. Keeping things fresh helps your team stay engaged and gives customers a reason to try something different.

Q: What if a customer says no to the upsell?
A: No problem! A polite “no thanks” still leaves a good impression. The goal is to offer, not insist. With time, even regular customers may say yes to the right suggestion.

 

Let’s Grow Sales Together

Suggestive selling is one of the simplest, most effective ways to increase profits in your Hunt Brothers Pizza program—and we’re here to help you do it well. Your TBHC Delivers Account Manager can help train your staff, update your POP materials, and share tips from stores that are seeing success.

Want to boost your average ticket size? Let’s talk about what works for your store.
Reach out to your TBHC Delivers Account Manager today.