Upselling is the sole purpose of making you more money after having already sold a product. With the right tools and training, anyone can learn how to upsell and make a decent profit. However, there some common mistakes that sales people make when trying to upsell a product and all of them mean a loss in revenue for your business if not addressed and corrected.
So what are the common mistakes?
Being To Pushy – This is definitely a turn off to a potential customer. All too often the salesperson is so eager to make the sale that they get way to ahead of themselves and push the customer into a corner. This can make the customer feel almost attacked or pressured to buy the product. You don’t want this to be the outcome of your sales tactic. You want the customer to be at ease when they are being pitched to and more importantly, receptive.
Offering the Wrong Type of Upsell – When offering an upsell to a customer it is important that the upsell is something that is in relation to the sale you just made on the bigger ticket item. This can be in the instance of person who just bought a digital camera, offering a memory card will fit perfectly in with the initial sale and is something they will need. You want them to want to have this service and be aware of all the reasons they need it. You don’t want to upsell something that has no relation to the product at all, it has to relate in some fashion.
Not Being Persistent – Yes there is a way to upsell and be persistent without being pushy. It all relies on the information you are relaying. It needs to be convincing and something the customer believes. If you go out and just start spouting off some sales pitch, it could seem unconvincing and forced. You want to have conviction in your speech so the customer believes what you are saying and ultimately wants the product.
All of the above mistakes can be avoided if the salesperson is properly trained. They need to practice their upselling techniques on someone before they are let loose on the public to ensure they have what it takes to be a proper sales person.