The more you can
add to a purchase the happier your customer will be and you’ll also benefit
with better selling results.
Here are several
easy ways to up sell your customers.
selling, have a display of accessories/attachments that are related to the purchase.
You want the display to be close enough to the main product so that you can
easily walk your new customer over to show him what other things he should consider.
If you happen to
be an outside sales person and not working from a showroom you can do this easily
with product literature or a demonstration from your website.
I realize you probably
don't sell digital cameras. But I'd like to use cameras as an example of how Up Selling
works. Imagine that your sales prospect comes into your store looking to buy
a digital camera.
His only intention
is to buy the camera and nothing else - at least that's what he believes. As
you walk your sales prospect over to the cameras, be sure to ask a few qualifying
questions to show your interest and to assess his needs.
Ask how he plans
to use the camera. Let’s say that he tells you he is taking a two-week
trip to Egypt to see the great Pyramids.
Once you have helped
him select the right camera, you can try selling add-on accessories/attachments using the knowledge
you’ve gained from asking your sales questions.
Since it sounds like
a once in a life-time trip - his pictures will also be once in a lifetime. You
can recommend getting a second battery and also a battery charger.
Wouldn’t it be the worst luck to have the battery run out just as he was
getting to photograph the pyramids?
You can also suggest
a polarizing filter to protect the lens.
The benefit of using
this lens is that it will cut down on brightness of the sun and help protect
the camera’s lens from sandstorms and breakage. Also suggest buying a
large memory card to store all the images he’ll take in Egypt.
is a camera case. The camera might even come with a standard case, but the one
you’re suggesting is large enough to hold all the add-on accessories!
Here’s an action plan for you. Make a list of all the big ticket items you sell.
Develop a second list of all the possible accessories/attachments you can suggest
to Up Sell your sales prospects and customers.
It won’t take
long because you already know your products like the back of your hand. Challenge
yourself to come up with at least five possible add-ons.
Once you have this
list, create an incentive with a new special price to offer your customer when
he buys the big ticket item along with the five bundled items.
Make it very attractive
to buy the bundle you’re recommending. Chances are the customer will appreciate
all the benefits and especially the cost benefit of the bundle and will likely
purchase what you're recommending, giving you an Up Sell.
Make sure that you
point out the advantages and benefits of each accessory/attachment you’re
recommending to your sales prospect.
Another quick example
if you're selling laptops, you can suggest that your buyer consider adding a
laptop lock to protect his investment. It's also a perfect time to recommend
antivirus software programs, a wireless mouse, and other practical accessories
Chances are he’ll
end up buying these items anyway, so why not buy them from you.
The best way to remember how to up sell is to go to a McDonalds Restaurant and order a ¼ pound hamburger.
When the server asks, “Would you like fries with that?”
that’s a perfect attempt at Up Selling.
the probability you’ll say yes?
Prepare and practice
these selling skills because it’s one of the best ways to increase your
sales – especially during these tough economic times.
The more you practice,
the better you’ll sound when talking with your sales prospects.
When you Up Sell
it’s a win for your customers and it’s also a win for you. It doesn’t
get any better!
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