AI Set to Drive $1.6 Trillion in In-Store Holiday Sales as Shoppers Seek Value, Secondhand Gifts, and In-Person Experiences

Salesforce Forecast: AI to Drive $1.6 Trillion in In-Store Sales This Holiday Season

AI is reshaping how consumers shop, especially with personalized recommendations and finding the best deals. Salesforce predicts that during the 2025 holiday season, AI will influence $260 billion in global online sales and a staggering $1.6 trillion in in-store sales. These numbers highlight the growing role AI plays in both online and physical retail environments.

Shoppers Are Prioritizing Value

Economic pressures are causing shoppers to be more cautious. One-third of U.S. consumers report buying less over the past six months. More than half (55%) are focusing on essentials, and 70% are opting for lower-priced items. For sales professionals, this means emphasizing value and affordability will be key in approaching customers this season.

AI Is Becoming a Key Part of Gift Shopping

• 39% of shoppers use AI-powered search during their shopping journey.
• Among millennials and Gen Z, 39% use AI search while in-store.
• 58% of U.S. AI users plan to use AI for gift ideas.

Incorporating AI tools into your sales strategy can help connect shoppers with products that match their needs quickly and effectively.

Resale Gains Traction Amid Tariff and Supply Concerns

Supply chain issues and tariffs are pushing many consumers toward resale items. About 21% of shoppers are turning to secondhand products to avoid price hikes and shortages. Nearly half (47%) plan to gift resale items this holiday season.

Salesforce forecasts $64 billion in holiday resale sales. For sales teams, this trend means offering or partnering with resale options could capture budget-conscious buyers.

Gen Z Prefers In-Store Shopping

Despite the rise of e-commerce, 75% of Gen Z shoppers intend to visit physical stores during the holidays, with 56% planning to brave Black Friday crowds. For every $1 Gen Z spends online, they are expected to spend $3 more in-store.

This highlights the importance of creating engaging in-store experiences and ensuring inventory availability for this demographic.

Optimism Persists Despite Economic Uncertainty

While the economic outlook is challenging—marked by high living costs and interest rates—41% of U.S. consumers remain optimistic, up from 38% last year. Many are ready to spend again, especially on big events like Amazon Prime Day and the holidays, though value remains a priority.

AI Shopper Use Cases Expand

• 5% of all shoppers start product searches with AI chat assistants; this rises to 10% among Gen Z.
• 44% of U.S. shoppers trust AI product recommendations.
• Top AI uses: price comparison, personalized recommendations, and multimedia search (photos/videos/audio).

For sales teams, integrating AI-driven tools — whether on your website or in-store — can enhance the customer experience and boost conversions. Consider how AI chat assistants can guide customers through discovery and product selection.

Secondhand Shopping Is Becoming More Mainstream

Economic factors and concerns about product availability are driving more consumers to secondhand shopping. 17% shop resale to avoid tariff volatility, and 68% say gifting resale items helps save money. Sustainability also plays a role, with 35% citing environmental benefits.

Expect fewer discounts this holiday season, as tariffs squeeze retailer margins, making resale an attractive alternative for cost-conscious consumers.

In-Store Shopping Remains Strong, Especially on Black Friday

Overall, 79% of holiday shoppers will visit physical stores. Preferences for in-store shopping on Black Friday increased to 51%, with Gen Z leading at 65%. Immediate product availability and the tactile experience are top reasons.

Still, digital channels remain crucial. The average shopping journey involves nine touchpoints before purchase. A seamless omnichannel approach is essential to keep shoppers engaged and loyal.

Sales teams should focus on blending digital and physical shopping experiences, ensuring customers can research and buy across platforms smoothly.

For those interested in developing skills related to AI and sales technology, exploring targeted courses could provide a competitive edge. Learn more about practical AI applications for sales at Complete AI Training.