Selling tea in-person is a soft art. It requires skill derived from experience to read a customer, ask questions that elicit useful replies, and build trust between seller and buyer.

Tea drinkers and therefore tea shoppers tend to be a mellow subset of consumers. (Not looking at you matcha maniacs!) The concept of tea—be it Camellia sinensis or herbal tisanes—naturally evokes calm and relaxation. Because of this, selling tea requires a careful balance: never aggressive, yet never passive. Here are a few tips for building on a sale when your customer has a already selected an item for purchase:

1. Offer/suggest complementary items. Mention teas with similar flavor profiles or health benefits that might also suit your customer's taste or needs. Also mention teas at a slightly higher price point, such as different grades of green teas or a special Earl Grey blend.

2. Suggest options with alternative caffeine levels. For example, if someone was seeking a vanilla black tea and are ready to purchase it, mention that you have a decaf version or an herbal vanilla option for evening enjoyment. They might not have even considered caffeine content, and you may even save them from an accidental sleepless night.

3. Call attention to any specials. You may have already mentioned this in your initial conversation, but you can remind them as you head to the checkout. “If you buy a second 3 oz tea, you get a free tea infuser. Please let me know if I can help you select a second item.”

4. Sweeteners – One of the easiest add-ons to mention as you close a sale. Suggest any special honeys or other sweeteners that would pair well with their tea of choice. Wellness teas and honey go hand in hand, while dessert teas are even more delicious with amber crystal sugar.

5. Brewing equipment – Paper tea filters, tea kettles, travel mugs, and tea infusers should all be near your checkout counter. You can then inquire if they have everything that they need to brew a perfect cup at home without breaking the flow of the sale. Simply ask, “Do you have tea filters at home?” for loose leaf purchases. For teabag purchases suggest travel mugs or colorful teacups to set a perfect me-time tea-time moment.

6. Snacks! – Tea goes well with snacks! Successful tea shops will strategically display packaged chocolates, candies, cookies, and other treats near the checkout for customers to purchase while checking out. Creating perfect moments for tea enjoyment can include these goodies to complete the set up and boost the sale. Who could possibly resist?