Up-selling is one of the most effective ways to increase revenue at your business.
McDonald’s made millions off of teenagers asking customers if they wanted to “Super Size” their meal.
However, it’s very easy to suck at up-selling. If a salesperson is not properly trained in up-selling, they can come across as pushy and offend customers.
To avoid this, here are some of the common sources that cause salespeople to suck at up-selling. You’ll want to avoid these mistakes, like the plague.
- Mistake #1: Rush The Up-Sell: Up-selling is all about timing. You’ll want to close the first sale before you start trying to up-sell. Many times, salespeople rush the up-sell, which results in a lost sale.
- Mistake #2: Get Greedy: Remember the saying: Greed is the root of lost sales. You need to understand that every customer has a mental dollar limit. Try to figure out their limit and stay within it when up-selling.
- Mistake #3: Sell Them A Hammer To Go With That New iPad: If you’re going to up-sell a customer, make sure the product you up-sell is similar to the product they originally intended to purchase. You’re going to confuse the customer and lose the sale if you sell them a hammer to go with that new iPad.
- Mistake #4: Sell Them Junk: On occasion, you may feel the urge to sell old or discontinued inventory. This is okay as long as it meets the customer’s needs and the customer is aware that it is old, clearance, whatever. If you don’t mention it, you’ll regret it later.
- Mistake #5: Unfamiliar With Products: If you’re not fully familiar with your products, you can’t put them together to up-sell. Be sure to train all of your salespeople on all of your products.
- Mistake #6: Ask, “Would you like anything else?”: This is one sure way to end a sale with a whimper instead of a bang. Be suggestive, proactive, look for ways to add value to the sale. Have your salespeople ask pointed questions that help them understand the wants and needs of their customers.
- Mistake #7: Wait Until They Have Their Credit Card Out: When the customer reaches the register, it’s way too late. This is not customer focused behavior. It’s simply a desperate last minute attempt to sell more and the customer realizes this.
At Right On – No Bull Marketing, we help manufacturers get more out of their channel partners by teaching their salespeople up-selling and other sales techniques.
We use cost-effective webinars, articles, blog posts and other Web 2.0 technologies to teach your channel partners’ salespeople how to sell. Our revenue generating services are more affordable and more effective than hiring another salesperson.
For more information on our Business Partner 3.0 Program, visit our website at www.RightOn-NoBull.com. You also can contact us by visiting the Right On – No Bull Marketing Contact Page or by calling us at (602) 412-3168.