How to Easily Increase Your Sales
At present, there are a lot of people in sales who are struggling
to meet their sales budgets. One of the ways that you can increase your
sales volume and your bottom line is to up-sell your customers and
clients.
Up-selling means offering your customer more than they originally planned to purchase. For example, if you run a clothing store and a guy comes in to buy a pair of trousers, the upsell can be a new belt.
When the car salesperson asks if you would like a GPS system in your new car, that is an up-sell.
If you get your car serviced and you are offered a free brake check, that is a sort of upsell because it may lead to more mechanical work on your brakes.
There are quite a few reasons why so many people in sales don't use the concept of the up-sell.
If I go to the hairdresser and have a haircut and the barber offers me some shampoo, I don't feel as if I am being taken advantage of. If the barber recommends that shampoo because it will suit my hair, I am likely to include in my purchase. By recommending the shampoo it means that I don't have to go out and buy some. So in this respect the barber is doing me a service.
It's important to understand that up -sales are easy sales, because you've already overcome any sales resistance. Once the customer has decided to buy then you make your up-sell offer. Everything is in the timing.
Understanding how the up-sell works in the mind of the customer is important to the successful salesperson. If you notice in all the up-sell examples, the up-sell is a smaller cost than the main purchase. Very often, you can up-sell a number of products once the main buying decision has been made.
It works like this. Once you've committed to purchasing an item, the cost of the upsell is small and insignificant. If you are buying a car for many thousands of dollars, spending an extra few hundred seems like peanuts so you readily accept the up-sell.
If you do it correctly, your customer will appreciate the up-sell because they get more of what they want and you get an extra sale without having to find another customer. This means that the extra profit will go straight to your bottom line.
Up-selling means offering your customer more than they originally planned to purchase. For example, if you run a clothing store and a guy comes in to buy a pair of trousers, the upsell can be a new belt.
When the car salesperson asks if you would like a GPS system in your new car, that is an up-sell.
If you get your car serviced and you are offered a free brake check, that is a sort of upsell because it may lead to more mechanical work on your brakes.
There are quite a few reasons why so many people in sales don't use the concept of the up-sell.
- The number one reason is that they have not been trained in the technique.
- They don't have an upsell path or program
- They don't know what to sell.
- They think it is somehow being pushy or taking advantage of their customer.
- They are nervous about up selling in case the customer takes offense and refuses.
If I go to the hairdresser and have a haircut and the barber offers me some shampoo, I don't feel as if I am being taken advantage of. If the barber recommends that shampoo because it will suit my hair, I am likely to include in my purchase. By recommending the shampoo it means that I don't have to go out and buy some. So in this respect the barber is doing me a service.
It's important to understand that up -sales are easy sales, because you've already overcome any sales resistance. Once the customer has decided to buy then you make your up-sell offer. Everything is in the timing.
Understanding how the up-sell works in the mind of the customer is important to the successful salesperson. If you notice in all the up-sell examples, the up-sell is a smaller cost than the main purchase. Very often, you can up-sell a number of products once the main buying decision has been made.
It works like this. Once you've committed to purchasing an item, the cost of the upsell is small and insignificant. If you are buying a car for many thousands of dollars, spending an extra few hundred seems like peanuts so you readily accept the up-sell.
If you do it correctly, your customer will appreciate the up-sell because they get more of what they want and you get an extra sale without having to find another customer. This means that the extra profit will go straight to your bottom line.
Thank you for reading this article. Peter L Mitchell invites you
to visit his web site where you will discover a wealth of resources such
as free downloads, ideas, articles, information and books, This site is
updated nearly every day. Click here http://plmitchell.com/
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