The Everything How To Start A Home Business Guidebook by Peter F. Dreher

Author:Peter F. Dreher [Dreher, Peter F.]
Language: eng
Format: epub
Publisher: Peter F. Dreher

Assumed is the key. You’ve got to assume that the client will naturally want this. Start the upsell with a brief advantage, and then if possible, add something unique about what you’re selling. To prevent sounding pushy, particularly if the upsell requires some elaboration, invite the customer’s permission to describe it.

Here’s a case of the wrong way to upsell. Conceive of dining at a restaurant where you’ve just finished a huge meal. The server asks, “Would you care for dessert? If you say “Yes”, you may give the impression of overindulging. So many buyers refuse out of civility.

Result - no sale.

So the savvy server doesn’t ask if the buyer wants dessert. The pro just assumes that when individuals go out for a meal they're treating themselves. So naturally they’ll want to treat themselves to dessert. In this case, the server pulls up the dessert tray and says, “To finish up your meal with a little something sweet, (that’s the advantage) I brought the dessert tray over for you. Would you like to hear about the most popular ones?” (ask permission to proceed)

When the buyer agrees to hear about the desserts the server doesn’t just list them by name; he names their advantages. So instead of saying, “This is chocolate mousse.” Rather he’d say something like, “If you like chocolate you’ll love this. We’ve got a chocolate mousse that melts in your mouth and makes you question what the ordinary individuals are doing today.”

Center on buyer needs-not yours. Don’t attempt to sell the customer something you wouldn’t buy if you were in their shoes. It's totally irrelevant whether or not this leverage suits your needs; what is relevant is whether it suits the customer’s. That perspective empowers you to upsell effectively and with unity.

Hands on demo. Among the most effective upselling techniques is getting the customer to utilize the product in your location. A hairdresser, for instance, may put hair gel in the customer’s hand and show them how to apply it themselves. By showing the customer how to get the salon look at home, they produce a value-added upsell.

Group associated products. It’s a good thought to group similar add-ons and provide them as an upsell at a package price. If somebody is getting a haircut and you talk to them about shampoo, it only adds up to show them a package deal that groups conditioner and shampoo at a package price.

Bottom line

Every business owner should honestly consider whether or not they could improve the way they up-sell. For most businesses, a little professional training can make a world of difference.

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