Which selling technique involves highlighting special promotions to incentivize customers?

The selling technique that focuses on highlighting special promotions to incentivize customers is known as promotion-selling. This method effectively draws attention to current deals or discounts, encouraging potential customers to take advantage of these limited-time offers. By emphasizing promotions, sales personnel can create a sense of urgency, making customers more likely to complete a purchase due to the perceived value or savings they might gain.

Promotion-selling is particularly effective in the hospitality industry, where special offers can significantly impact a customer's decision-making process. For example, a hotel might promote a special weekend rate or package deal, which can entice customers who are looking for value during their stay.

In contrast, cross-selling involves suggesting additional products or services to customers based on their initial choices, while value-selling focuses on demonstrating the overall worth or benefits of a product or service. Attention-selling seeks to draw focus but does not specifically involve promotional incentives. Each of these techniques serves a unique purpose in the sales process, but promotion-selling is distinguished by its direct approach in capitalizing on discounts and special offers to drive customer interest and purchases.