Upselling (sometimes “up-selling”) is a sales technique whereby a seller causes the consumer to acquire more pricey products, upgrades, or other add-ons in an attempt to make a more rewarding sale. Upselling usually involves marketing more successful services or items but can likewise be just exposing the consumer to other choices that were possibly ruled out formerly. Upselling suggests offering something that is more lucrative or otherwise more effective for the seller rather of, or in addition to, the original sale.
A various technique is cross-selling in which a seller attempts to offer something else. In practice, large services typically integrate upselling and cross-selling techniques to improve the value that the customer or customers obtain from the organization in addition to making the most of the profit that business gets from the client. In doing so, the organization must make sure that the relationship with the customer is not interfered with. In a dining establishment and other comparable settings, upselling is prevalent and an accepted form of company.
In other businesses, such as cars and truck sales, the customer’s perception of the tried upsell can be viewed negatively and therefore affect the wanted outcome.
Examples
Some examples of upsales include:
- suggesting a premium brand of alcohol when a brand is not specified by a customer
- selling an extended service contract for an appliance
- suggesting a customer purchase more RAM or a larger hard drive when servicing his or her computer
- selling luxury finishing on a vehicle
- suggesting a brand of watch that the customer hasn’t previously heard of as an alternative to the one being considered
- suggesting a customer purchase a more extensive car wash package
- asking the customer to supersize a meal or add cheese at a fast food restaurant
Steps
Talk with your customer.
Talking to the customer will allow you to learn what things the customer is interested in. This will help you turn a little sale into a bigger one. Know your product. The more you know about your products, the more you will know about how different products can add value to the product your customer is buying. Let the customer know how these things can make the product they want better. Don’t decide what a customer can afford. Let the customer decide. Many salespersons hesitate to show one more item to a customer already carrying an armload of merchandise, fearing that the bill will freak the customer out.
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