Successful Upselling

Written by Kevin Nunley

Ask and most businesses will tell you. The key to their success is upselling. It is one thing to getrepparttar sale. It is far better to super-size that sale.

Real profits come when you getrepparttar 127494 customer to buy a larger, more expensive, or more comprehensive product or service. The guy going into a pet store to buy a fish is a classic example.

Whenrepparttar 127495 clerk sees Sam looking atrepparttar 127496 budget-priced gold fish, she leads him over torepparttar 127497 much more impressive tropical fish.

"As you probably know, you will need a fish tank," she says. "These beautiful fish only live in salt water. We have these $75 salt water tanks on sale for just $49.95."

Byrepparttar 127498 time Sam exitsrepparttar 127499 store, he has purchased much more thanrepparttar 127500 twenty cent gold fish he originally came in to get. He is proudly carrying home several exotic species, a $50 fish tank, fish food, a light, and other accessories. The sale went from a tiny twenty cent transaction to nearly $100. The store's profit margin rose right along with it.

You Are There To Help

Upselling is easy if you think of your main business as helping customers. Think aboutrepparttar 127501 problems your customers come to you with. What does it REALLY take to solve their problems?

Chances are, your customer needs a lot more thanrepparttar 127502 simple inexpensive solution they first consider. By grouping together several different products and services, you can giverepparttar 127503 customer a more advanced package that goes much further toward creating a satisfying solution.

Melissa buys a computer. Even though she is not thinking of purchasing anything more thanrepparttar 127504 computer, a few questions posed byrepparttar 127505 sales person reveal Melissa will probably need new software to help her achieverepparttar 127506 things she wants to do withrepparttar 127507 computer.

The computer and new software have a pretty steep learning curve. Melissa will need help from an expert and likely a technician to installrepparttar 127508 network system her needs demand.

The computer retailer anticipates Melissa's situation. Many of their customers are just like her. The store offers a "getting started" package with all new computers. It includes several software choices, instruction sessions, and help with installation. These things are cheap forrepparttar 127509 store to provide, but greatly increaserepparttar 127510 value ofrepparttar 127511 purchase.

Three Ways To Make Upselling Automatic

Here are three favorite ways to build upselling into any purchase. Use these and customers will buy two or three times as much without even thinking about it. The day I put these ideas to work in my own business, I tripled my income.

Education Builds Credibility With Your Prospects

Written by Craig Valine

If you're in a sales position of any sort, or you're a customer or client of someone "selling" you, you know thatrepparttar most common response to an objection or concern from a salesperson is to cut price.

I know. I've been "in sales" sincerepparttar 127493 age of eleven. And, when it got tough to sell what I had to offer,repparttar 127494 very first thing I did was cutrepparttar 127495 price onrepparttar 127496 very thing of value I was offering.

It wasn't that I didn't think what I was offering was valuable. It was that I just never thought to giverepparttar 127497 "reasons why" they would benefit from what I was offering.

Well, I'm here to tell you that if people percieve you as being like everyone else, all they have to go on is comparing price.

The job then, is to educate your prospects onrepparttar 127498 enormous value you deliver. Otherwise, it seems, you're just another company delivering another commodity product or service.

The secret to establishing value for your product or service and building credibility with your prospects and customers is simple: Tellrepparttar 127499 truth.

* If your product or service costs more than your competitors, tell them why. It will create value that they didn't see before.

* If your product is made with a stronger material than your competitor's, tell them why. It will let them know that your product is more durable than your competitions.

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