Would you like fries with that?
We are being ‘up sold’ all the time.
Sometimes it works and we spend more. And when it doesn’t work is when the ‘upsell’ add on was not relevant to us.
Upselling is a great way to boost revenue. I just don’t like the word ‘up sell’. I don’t like the focus being on ‘selling’ rather than the much more mutually beneficial activity of ‘HELPING’.
Helping someone further with something else they need.
After all, if they need it and you don’t offer it you are doing them a disservice.
The intent becomes one of further assistance. You can’t expect to upsell a client without first satisfying their original needs.
So, you have assisted someone in purchasing something they need, and in your needs analysis you’ve discovered something else will also be of benefit. To honour your relationship to them, you have mentioned it.
As the solution provider and trusted advisor that’s your job right? How do you find out what ‘add-ons’ will assist your clients?
What to do
Learn more:
WOULD YOU LIKE TO ENHANCE YOUR SALES SKILLS?
WATCHÂ our tips on Business Development
Get your copy of 50 Top Sales Tips for High Performing Sales People now!
Smarter Selling is sales and mindset coaching for high performing leaders and teams
