Upsell will make your business more profitable and make your customers more satisfied. Good salespeople can add value from sales more than customers want, including increasing purchases, pleasing everyone. There are many missed opportunities for sellers because of mistakes made when meeting potential customers. Learning to upsell is an important skill that you can learn by approaching each sale intelligently, using many upsell techniques, and being the foundation of repeat business.
Step
Method 1 of 3: Making Smart Sales
Step 1. Get to know the product intimately
The more you know your product, the more you will know how different products can add value and convenience to the products customers buy, including offering alternatives. Customers want to buy from people who really know what they are selling. Your goal as a salesperson is to let customers know that they can easily make the product they want better, which means you have to know the product inside and out. Do your PR to upsell.
If you work in a bookstore with a large selection of fantasy books, you should read well-known books of the genre you want to sell. If you think Gandalf is the best character in Goblet of Fire you won't be a convincing fantasy bookseller
Step 2. Read your customers
Good salespeople can quickly read customers and adapt their sales techniques to that individual. Whether you're in wholesale or retail, salespeople need to let customer desires drive sales. gRead your customers.
- In retail settings, try and differentiate between customers who only see and don't buy things and those who really want to buy. If a customer seems to be looking around aimlessly, make a contact and ask if you can help. Listen actively before trying to upsell them with expensive items and features. If customers buy actively, start thinking upsell strategies based on their purchases and interests.
- If you sell wholesale, try and get what the customer needs by asking lots of questions. Why did this customer buy so many plastic cups? What else can you provide to make it easier and more comfortable?
Step 3. Create initial contact
Talk to customers and make friendly contact, greet them, and make yourself available for questions and assistance. Find out what the customer wants and use that to start the sales process.
If your bookstore customers are searching with interest about the Chronicles of Narnia, start your contact by praising their taste: "A great series – which ones did you read?" Listen to them and have a casual conversation if the customer wants to. Tell them about another series they're likely to be interested in, like Spiderwick Chronicles or Lord of the Rings
Step 4. Recognize when backtracking is a more effective selling technique
One complaint about aggressive selling is the very random upsell. It's okay to offer seemingly related items, but making the effort to sell customers an expensive item without listening to their wishes will discourage customers from buying.
- If you approach a Narnia customer and try to sell a Steve Job biography, which is currently on promo and in stock, this will make the customer confused and lazy because obviously this is just to increase sales. Customers are not stupid.
- Provide the seeds of an upsell by providing other purchasing options and let the customer decide. Make your suggestions and for the benefit of the customer, not the profit of your store.
Step 5. Let the customer choose which one to reach
The price of the item you are trying to sell does not have to be given prematurely. Connect the most suitable options to the customer's wishes and let them consider the price on their own.
Often, many sellers are hesitant to give advice to customers who have brought a lot of goods, fearing that the bill will frighten customers. Not your problem. Be honest and give customers the most valuable choices, let them choose
Method 2 of 3: Upsell Options
Step 1. Upsell accessories
The most common upsell is to offer additional items related to the items the customer has already purchased. If a customer buys the first book of Narnia, offer to buy both books at once.: "When you finish it, believe me, you'll want to read the next one right away!" You can also offer items such as bookmarks, or something else.
- Consider the items you would want if you were that customer – if you bought a camera, you would want to buy an extra battery, a carrying case, an extra flash card and a card reader so you can transfer photos to your computer, everything you need to make the experience the best it can be. with that product.
- In a wholesale setting, find out anything about the customer's business and offer related products. Address the buyer's desire to simplify and give them the option of getting whatever you need from one place, your place.
Step 2. Upsell features
Not all products are equal, especially the sale of expensive items, great for guiding customers through the different features, marking on the advantages of the most expensive items. Even with books, you might consider selling the Narnia buyer a complete set of books, with detailed pictures and maps in a nice box.
- Make it easy for the customer. If you're trying to sell a computer to students, they're usually interested in a computer that has a good video card, is durable and lightweight, and has a warranty. An expensive computer with high RAM is not a good choice, even if you think it's better because the customer only wants a laptop.
- In a wholesale setting, you need to consider different order sizes that will give the customer the same product at a better price. Items in bulk usually have an advantage, so it's a good idea to mark a long-term price advantage by buying a lot now instead of buying a little at a time.
Step 3. Upsell quality
What is the difference between an ordinary Narnia book and a hardcover book that is 3 times more expensive? It's the same story isn't it? This is usually a matter of features, and more about prestige. Selling quality means selling durability, quality, and style:
"This is a book you will rely on, maybe read again. The paper can tear, so it's cheap, and the words are too close and confusing. I'd go for this one. The illustrations are great, and they look great on the shelf."
Step 4. Be specific in offering multiple options
Mark at least a price gap for the customer to make a choice. Customers will choose a more valuable price. Without understanding the features, they will choose the cheapest one. If you've explained the features, they might consider other options since they've got more information.
Emphasize on features, not price. Make the most interesting thing in the transaction is not about the price difference
Step 5. Make the item real
In a retail setting, put the item in the hands of the customer. Take the item and give it to the customer, let them feel, observe and enjoy as you explain its features and the benefits of buying more. When something is on hand, it is harder for them to leave without buying something.
In telephone sales, distinguish clearly between the different options to make it easier for the customer. Listen to their questions and differentiate between the different quality levels, offer friendly advice so they get the best deals. The description will make the sale
Method 3 of 3: Ensuring Repeat Business
Step 1. Do something for the customer
The best moments are when the customer comes back to the store not just to buy, but for you to sell to him again, especially. Doing whatever it takes to ensure repeat business and acquire long-term customers is the best example of upsell, no matter what you're selling. If customers think what you do is for them, they will usually come back because they are happy to be treated that way.
The best way to please customers, is to surprisingly give them more options, but not the cheapest. There's nothing more reassuring than lowering your voice and saying, "Maybe I shouldn't have said this, but this brand is way too expensive, weird. The other options give you the same features and nothing you sacrifice. I use this at home."
Step 2. Anticipate questions
Customers usually have a lot of bad responses to the idea of paying more. To close the sale, take the initiative to make the sale faster before they think too much. If you sell to a Narnia buyer a LOTR book, offer to take the item to the cashier immediately.
Step 3. Reassurance and empathy
This is the most important thing in the selling method. This is so important that you corroborate the final customer's purchase, making him think it was their decision. Say something like, "Best choice, you'll love it. Hurry back and tell me what you think about it!"
Make yourself available by providing your business card and contact information so customers can contact them directly, or at least provide a company business card with your name written on the back. Best case scenario, you will build a relationship with him and win a sale
Step 4. Be yourself
It's a common myth that extroverts are more effective salespeople than introverts, with studies showing that both are equally ineffective. Good salespeople are adaptable, with the ability to adapt their character to the style the customer wants. Try to use customer relationships based on genuine interactions, stemming from your expertise in the product, and empathy with customer desires.
You must show genuine enthusiasm and passion for customer purchases. It's okay to repeat some of your sales conversations, but avoid leaving the impression that you're reading a script. Be sincere, honest and you will be able to upsell
Tips
- When you hand over an item to a customer, give him or her 2 items that are similar, but show the difference as to why one is better than the other. Yes, you – you let the customer know which one you want. Or, if you don't have a preference, try to guess which one the customer wants and point out the advantages of that item. Studies show that when a customer perceives one item to be better than another, he or she will be happy with the purchase later.
- A successful upsell is one that customers never forget. The buyer then becomes a customer for life. The point is to "upsell" for customer satisfaction, not just to increase sales. Look for long-term relationships, so that customers have someone in store who can make recommendations from the many items and offers available.
