How to Upsell

Upselling is all about having a trusted relationship with a loyal client and combining that with an eye for an opportunity. Our sales courses will improve the skills needed to make you a great up seller.

What is upselling?

Upselling occurs in everyday life and is a sales technique whereby a seller induces the customer into purchasing either a more expensive product/service or additional extras to make the deal more profitable.

Make Sure

  • When upselling additional extras that are related to the product/service you originally sold, look for opportunities to either increase the value of the product/service you are selling or add upgrades to improve the product / service.
  • You are conscious of price and what you have already sold to the customer. Not all your customers will have freely available cash, make sure you know and understand your customers before trying to up sell anything to them.
  • That by being price conscious you are not just offering huge discounts as this is likely to devalue the products or services you are offering and could work against you in the future.
  • You make it easy for your customers - ensure they have already made the original purchase before trying to upsell or offering additional extras.
  • When up selling to your customer you aim to upsell high quality, expensive products/services rather than upselling a larger quality of low value products/services.

Final Tip

Sell the benefits of the product or service you are trying you upsell not the features of it. The customer will have a positive reaction to how the benefits it can improve their lives and the businesses not what features your up sell has.

If you are interested in learning how best to implement these skills to improve not only your sales staff but any member of staff which is customer facing then please get in touch.

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