Apple Watch: How Cupertino Plans To Sell You A More Expensive Smartwatch

“Do you want to buy an Apple Watch?” is probably not going to be the first question Apple Store employees will ask prospective customers when they walk in. But rest assured, Apple has a plan in place to get the smartwatch on customers’ wrists, with a few additions along the way, according to internal documents obtained by 9to5Mac.

Ahead of the Apple Watch’s launch in April, the company has unveiled its sales strategy to employees. It focuses on demonstrating the Watch’s key features, while simultaneously cajoling a customer to add more items to their purchase. Apple believes that many of its customers “have already decided they want an Apple Watch,” documents show.

So instead of asking customers outright what they’re looking to buy, Apple’s strategy is to target the customer’s style preference and personal interests to gauge which model they may be looking to buy: the $349 Sport or more expensive models such as the stainless-steel Watch or the 18-karat gold Edition, rumored to cost over $5,000. Apple will also use the sales pitch as an opportunity to sell customers additional bands to suit different occasions.

An excerpt from the slides:

• What’s their personal style? Discover your customers’ needs, tastes and material preferences.
• -Are you looking for a watch that’s more casual or formal?
• -Would you like additional bands to suit different occasions?
• -Do you prefer metal or leather bands?

Beyond the watch and its accessories, Apple’s sales strategy includes opportunities for retail staff to get customers to upgrade to the latest iPhone, which may be necessary for some Watch customers, especially if they don’t already own an iPhone or if they have a model older than the iPhone 5.

In preparation for the Apple Watch’s public launch in April, Apple is updating its retail stores with new uniforms and rumored changes to accommodate a watch-buying experience. Since the Apple Watch’s unveiling in September, the company has remained mostly quiet about the smartwatch beyond the details it revealed during the iPhone 6 launch event.

But it is expected to share more information, including a specific launch date, during its upcoming March 9 event at San Francisco’s Yerba Buena Center for the Arts.