You want to know this prospect has the ability to mix and match items first for suggestive selling reasons. You need to know that your prospect can take a client buying a bedspread and show them the benefits of buying matching sheets.

Secondly, if you’re a clothes seller, you want to know that your sales person can do more than just suggestive sell. You need someone who can style an outfit.

Of course, your prospect does not have the benefit of having the inventory virtually memorized like you do, so you have to allow for a little bit of extra time. But overall, anyone who’s got a natural knack for sales should be able to pick out two related items and give some sort of pitch as to why you should buy them together.