How big of a
priority is up-selling when you're
making sales calls?
There are not
too many entrepreneurs and salespeople
who can boast a sales increase of
25+ % this year.
So you would
think everybody is doing everything
imaginable to increase his sales.
If I had to
guess, I'd estimate 85% of all entrepreneurs
and salespeople leave money on the
table every single selling day.
And the reason
why is plain and simple. They make
no attempt at up-selling at every
you like fries with that?"
Go to any McDonald's
restaurant and order a burger. There's
a very good chance the order taker
will respond with, "Would you
like fries with that?"
I remember ordering
a tall coffee of the day at Starbucks
recently. The order taker responded
with, "Would you like a scone
or a chocolate chip cookie to go with
that?" I guess it worked, because
I ordered a blueberry scone.
- this is what is commonly called
up-selling. An up-sell is simply a
way to get your customers to spend
more money with you.
with that, is there?
you might be wondering how effective
is up-selling? Of course that depends
on your products and services and
it also depends on how well your up-sell
You might be
surprised to learn that between 25-40%
of your customers will choose to buy
And the reason
is quite simple. They've already committed
to buying your product and they don't
want to miss out on the opportunity
to get something special with a high
Here's a fact
to remember. The more you can add
to a purchase the happier your customer
will be and you'll also benefit with
better selling results. That's a classic
Here are a few
up-sell examples which might ignite
your enthusiasm to try in your business.
a server at a restaurant. Your customer
orders the Veal Piccata entrée.
You then ask, "Would you like
to add a soup or a salad to you entrée?
Today's home made soup is Lobster
think this up-selling won't work in
your business - because it can work
in every business.
you're not doing it, doesn't mean
your competitors aren't going to the
bank with the money you're leaving
on the table.
example that assumes you just made
If a part of
your product line includes selling
supplies you can end every sales call
by saying something like this. "Before
I leave, what low inventory supplies
can I help you restock while I'm here?"
It sure beats
saying, "Before I go, are there
any other problems I can help you
I recommend for the best results.
Prepare in writing your complete up-sell.
Then practice it a few times before
you try it on your customers.
more advice. After you prepare and
practice your up-sell, test it 100
times before you judge whether or
not you can make it work in your business.
The more up-selling
you do, the more your sales will GO
Resource Products: Under $30
1) Would you
like to be different from your competition?
multiple ways you can differentiate
yourself from your competition.
2) Are you sure
you're asking the best sales questions
when you're talking with your sales
prospects and customers?
using my best sales questions for
a month and see what happens to your
3) How well
are you communicating with your sales
prospects and customers? Oh, and by
the way, you're not the judge - your
sales prospects and customers are.
the 30+ key phrases to avoid during
your sales calls.
Who's Responsible For Your Self-development
is a game changer for salespeople:
This is a life changer for sales managers:
to the wise. No one cares more about
your self-development than you do!
saw a woman driving a car 70 MPH.
She was also texting to someone. I
took another look and noticed she
was also smoking.
This just might
be the perfect definition of an accident
waiting to happen.
careful when you're driving.
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