This document provides tips for upselling techniques to increase sales and revenue. It recommends empathizing with customers to understand their needs, then motivating them to purchase additional items or services by explaining the benefits and how it will improve their lives. The key is to upsell after securing the original sale by making the offer sound effortless and describing popular options, without being pushy about it. Consistency and focusing on benefits rather than pressure are important for successful upselling.

1. UPSELLING
The easiest sale you will ever
make!
1

2. 2

3. EVERYBODY IS IN SALES
Teachers sell their students on education.
Parents sell their children on whom they
should date.
Spouses sell each other on what to do and
where to go.
“Nothing happens until someone sells
something.” ~ Henry Ford 3

4. ~ Zig Ziglar
4

5. UPSELLING TECHNIQUES
Use upselling to increase the
revenue of the original order.
Show customers how to improve
their purchases by adding value.
5

6. STEP 1
Initiate conversation.
Use a pleasant, friendly tone.
Spend extra time.
6

7. STEP 2
Empathize with their situation.
Help solve a problem.
Ask questions to determine what they
really need.
7

8. STEP 3
What excites and motivates the customer?
Fill these needs and wants.
Be knowledgeable.
Answer their questions.
8

9. STEP 4
Motivate customers to purchase extra items
or services that will further benefit them.
Explain how it will improve their lives.
9

10. STEP 5
Retain your ethics.
Provide more than what they pay for (Value
added).
10

11. CAUTION!
An attempt to upsell can never be
made until the original sale has
been secured.
11

12. Practically effortless
12

13. “OH,
BY THE WAY”
~ Jeff Mowatt – author and
customer service expert 13

14. 1. No attempt is made to upsell.
14

15. 2. The sales person is pushy.
15

16. 3. The attempt is made in an
unconvincing manner.
16

17. HOW IT’S DONE
Assume that the customer will naturally want
it.
Begin with a brief benefit.
Add something unique about what you are
selling.
Ask the customer for permission to describe it.
17

18. DON’T DO THIS
“Would you care for dessert?”
18

19. INSTEAD, DO THIS
Pull up the dessert tray and say, “For the
perfect ending to your evening, I brought
the dessert tray over for you to see. May I
describe some of the most popular ones?”
19

20. 5 THINGS TO REMEMBER
When – after they order and before they pay
No pressure selling. Just make the offer and
explain the benefits.
Consistency. Do it every time.
SW3. Some will. Some won’t. So what?
McDonald’s increased sales by $10 billion
dollars by just asking, “Do you want to supersize
this?” 20

21. UPSELLING
The easiest sale you will ever
make!
21