"Up-selling" refers to when you help a customer decide to buy a little extra or "up-grade" slightly the final purchase. When it's done properly, up-selling is tremendously profitable. On the other hand, if the up-selling attempt is unprofessional, it turns-off valuable customers. Here, you'll find several strategies, tips and tools to ensure that your upselling approach is perceived by customers to be a value-added service.
Jeff Mowatt's Influence with Ease® Training Tip #19
Ask if it Would be Useful
Here's a handy tip to enhance your influence. Before providing information, offer a "teaser" benefit. Then ask if it would be "useful" for them to hear about it. For example, before you describe your company's background, you might say, "It's important to know that the people you do business with are well established, so you're not left in a lurch. Would it be useful for you to hear about the company's background?" Now, you're not perceived to be "selling." Instead, you're providing information that's useful.
This Influence with Ease® Training Tip is one of a series. For more information about the ordering the series, click Influence with Ease® Training Tips.
Influence with Ease® Article
30 Seconds to Significant Sales
How to up-sell without turning off your customer
by Jeff Mowatt
Article at a glance: Business owners and managers often feel pressured by increasing global competition. Ironically, they are missing massive amounts of potential revenues in their own backyards. By training employees on ethical, effective ways to 'up-sell,' managers can generate quantum increases in profits without price-cutting or advertising. The bonus is that these techniques are easy and take less than 30 seconds to apply.
Click here to read 30 Seconds to Significant Sales.
Self-Study Training Kit
Profit Producing Customer Service
by Jeff Mowatt
The single best way to improve your up-selling results is to ensure that you've done all the steps properly before the up-sell. That means you need the tools to instantly establish trust, qualify the prospect, convey your understanding of customer needs, communicate value, confirm the sale, and address buying objections. Then you're in a strong position to up-sell. The Influence with Ease® training kit equips you with all of these skills -- and then reveals how to bridge into effective up-selling.
And that's only the beginning. Click here for information about ordering the Profit Producing Customer Service training kit.
Live On-Site Training Programs
We'd be happy to bring a comprehensive training program on this topic to your organization. For details, click Manager of Corporate Training.
