Up-selling: It’s not you against the customer!Presented by:Jeremi Bauer
Agenda• Define Selling• Define Up-selling• Explore the gap between selling and up-selling• Discuss strategies and tactics to improve your up-selling skills
Define Selling• “… process of repetitive and measurable milestones, by which a salesperson relates his offering of a product or service and in return enabling the buyer to achieve his goal in an economic way. (Greening, J. (1993)”
Define Up-Selling • Up-selling is simply exposing the customer to other options he or she may not have considered previously, during the normal course of the sales/order process.
The Gap between selling and Up-Selling• How does this gap occur – Lack of a plan – Lack of information• What can we do do close the GAP! – Pre-call plan – Educate ourselves – Ask questions• Who’s responsibility is it to close the GAP?
Strategies• Know what you • Utilize the CPU!!!!!! want! • Call your inside or• Know your outside teammate! audience! • Talk with MGMT!• Know your • Talk with the product! warehouse!• Know your limits! • Utilize the CPU!!!!!!
TacticsUp-selling qualifying Up-selling closes!questions• What is your customer • If you get the ______ with that order I can ______, using this for? how does that work for• When do you need this? you?• How much are you looking • If I could _______ would you to get? get the _____ with that?• Have you considered • I’ll _______ if you get your ________ with that ________? customer to try ______!• You know ________ goes • By getting _____ I can save your customer _______ great with that ________! which will make the job• How does your customer ____________! use this product?
Congratulations!Your are now free to up-sell your way to budget!