Up-selling Sales Tips
Here are some up-selling sales tips to help you grow
There are not too many entrepreneurs and
salespeople who can boast a sales increase of 25+%
So you would think, everybody is doing everything
imaginable to increase his sales.
If I had to guess, I estimate 81.5% of all
entrepreneurs and salespeople leave money on the
table every single day.
And here's how they do it! They make no attempt
at up-selling at every opportunity.
I was reminded of this just two weeks ago.
You might even want to call this a viral example.
Got a telephone call at 10:15 AM from a company
who is washing my neighbor’s windows - inside and
out. This is an excellent example of intelligent
The caller said they were washing my neighbor’s
windows and while they're on the block would I
mind having them quote on doing our windows?
Later that morning they looked at our home and gave
us a written proposal for doing our windows. It was
reasonable and our windows needed washing
– ca ching!
Ten days later the husband/wife team came back
and washed our windows and they did a very good job.
Before leaving Hugo said he also details cars on the
weekends and gave me his card.
Now I had been thinking about getting our cars
detailed for the last three months - and just never
got around to doing it – so his timing was perfect.
I asked him how much he charged if he detailed two
cars and he said $200 and that's for detailing the
interior and exterior of both cars.
Up-selling, when you think about it, is really soft
selling. This guy didn't push me to do anything.
Here's another example. A couple of weeks ago I was
watching the golf Channel and saw an advertisement
for a Medicus doubled hinged driver. And so I went
on-line to place my order.
Before I could hit the "Submit" button, they
six attempts at trying to sell me something else.
I declined. But I bet a lot of their customers don’t.
The day after I placed the order, Medicus called me
to confirm and thank me for my order. The woman,
in customer service, also told me to look for the CDs
that would be taped to the inside the box - a nice
And then came the up-sell. She said, "People like
who purchased the driver also purchased the five iron
for an additional $$$ - can I add this to your order?"
Have you ever been to a McDonald's restaurant, placed
your order, and had someone ask you if you want to
supersize your number seven meal?
I remember being at Starbucks at the Tampa airport
ordering a tall coffee of the day, and the cashier asked,
"Would you like one of our homemade chocolate chip
cookies to go with that?"
Classic up-selling examples.
Imagine being a server at a restaurant. Your customer
says, "I like to order a martini on the rocks." The
server responds, "We carry Tanqueray and Bombay
gin - which do you prefer?"
In another restaurant the customer orders the Veal
Piccata entrée. The server then asks, "Would you like
to add a soup or a salad to your entrée? Today's
homemade soup is lobster bisque?"
Please don't think this up-selling won't work in your
business - because it can work in every business. Just
because 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.
If a part of your product line includes selling supplies
you can end every sales call by saying something this.
"Before I leave, what low inventory supplies can
you restock while I'm here?"
Depending on the specific situation, this could be
considered either cross-selling or up-selling.
This sure beats saying, "Before I go, are there any
other problems I can help you with?" Duh!
You can apply these up-selling sales tips to any
business. In fact, I could employ up selling strategies
if I were selling single ply toilet tissue.
"Our basic roll of toilet tissue comes with a plain
white wrapper. For a view pennies more, you could
add one of three colors along with your logo. Which
color do you like best?"
Up selling is really a win-win for you and your
customers. Your customers get everything they want
and you walk away with a bigger sale.
One final thought to make this work you. Prepare your
up-selling strategy in writing and then practice it a few
times before you try it on your customers.
These up-selling sales tips will help you increase your
sales and when that happens you increase your
Action is eloquence.
Beware of little expenses: a small leak will sink a
Testimonial From Down Under
I've been a professional salesman for 30 years and
didn't expect a lot from this course apart from a
refresher from someone new.
What I got was a list of simple basic actions that
increased my personal sales in the past 2 months
by 30%. WOW - and that was just on the points I have
implemented so far.
Jim offers great insights into getting your message
across about what's in it for me? (the client that
is - not YOU)
P.S. - Thanks
Allan and congratulations on your
steller selling results.
Let's go sell something . . .
21 years . . .
522 customers . . .
72.7% repeat business . . .
P.S. - Order
your CD 6-pack here and save 52%:
P.P.S. - Become a Sales Trailblazer.
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