UP SALE WORKSHOP

One of the most important jobs a salesperson has to do is to add value to a sale that the customer is already willing to make.

WHAT IS UPSELLING?

They are already in buying mode !!!

There are many missed opportunities as salespeople commit key errors during the course of each encounter with a customer. Learning to upsell, or add to a sure sale, is a vital skill, and you can learn it!

WHAT IS UPSELLING?

For you:• Increase average order value• Increase your profit margins• Increase bottom line

For the customer:• to enjoy more benefits• to maximize the usefulness of the

products

Why we should upsell?

1. No attempt is made to upsell.

2. The salesperson comes across as being pushy.

3. The upselling is made in an unconvincing manner, so the customer generally refuses.

The 3 biggest mistakes in upselling:

• Never start an up sale until you’re done with your first sale.

• Never stop trying to up sale until the customer says STOP!

We will prevent that from happening by following simple rules :

1. Talk with your customer

Sounds pretty basic, right?

Talking to the customer will allow you to learn what things the customer is interested in.

This will help you turn a little sale into a bigger one.

upselling tips :

2. Explain the BenefitsFocus on the differences that make the product you’re upselling even more valuable.

You want to make sure your customer understands why the other product is equally appealing, but better than what they already purchased.

upselling tips :

3. Don't decide what a customer can

afford

Let the customer decide. Many salespeople hesitate to make an up sale, fearing that they will freak the customer out.

Guess what? Not your problem! The customer is an adult and knows the state of his finances

far better than you do.

Don't choose how much the customer

is able to afford. If he can't afford

an up sale he will let you know.

upselling tips :

4. Offer Special dealsYou can give special promotional offers to customers after they make a purchase. This usually gives them incentive to buy more from you.

upselling tips :

5. Close the dealOkay, you've got the customer in the palm of your hand.

Many people second guess themselves if given too much time to think, so close the deal now.

upselling tips :

Now That You've Learned Everything It’s Money Time $$$