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Up-selling Sales Tips

Written by: Jim Meisenheimer

Article Overview: Here's are some up-selling sales tips you can use to increase your sales and your income.

Up-selling Sales Tips

Here are some up-selling sales tips to help you grow your

business.

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 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 marketing.

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 made 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 touch.

And then came the up-sell. She said, "People like you 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 sales tip 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 I help 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 income too.

Related Articles
  More on Upselling
  30 Seconds to Significant Sales - How to upsell without turning off your customer
  Add Up-selling and Cross-selling to Your Sale Cycle
  How to increase sales by upselling
  Upselling

Article Tags: advertisement, ching, golf channel, good job, hugo, husband wife team, intelligent marketing, money, nbsp, neighbor, salespeople, single day, telephone call, three months, two cars, written proposal



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Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
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