This presentation discusses up-selling strategies and tactics. It defines selling as the process of relating a product or service offering to enable a buyer to achieve economic goals. Up-selling is exposing customers to additional options during a sales process. The gap between selling and up-selling occurs due to a lack of planning, information, and questions. The presentation provides strategies like knowing your goals, audience, products, and limits, as well as tactics like qualifying questions and closing techniques to improve up-selling skills.

1. Up-selling:
It’s not you against the
customer!
Presented by:
Jeremi Bauer

2. Agenda
• Define Selling
• Define Up-selling
• Explore the gap between selling and
up-selling
• Discuss strategies and tactics to
improve your up-selling skills

3. 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)”

4. 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.

5. 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?

6. 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!!!!!!

7. Tactics
Up-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?

8. Congratulations!
Your are now free to up-
sell your way to budget!