What is Up-Selling?

Up-selling is when a salesperson sells a higher-end version of the product the customer originally wanted to purchase. 

It happens a lot with car sales - you're shown the basic model and then progressed through to the luxury model with all the additional features.

The salesperson will be building value into the product being offered, extolling the virtues of the better (and more expensive) model. You may well just be offering other options that the client had not initially considered.

A common technique for successful upselling is to get to know the customer's background and budget, thus allowing the seller to understand their customer better, what they value most - or might come to value with successful upselling.

When customers are offered products or services that they actually want and will use, their perception of your company becomes more positive as they feel that you are taking more time to understand their needs and wants, rather than pressing to make some form of sale.

Interacting with your customers in this way is a broadly recognized, widely-implemented strategy for managing and nurturing clients and potential sales prospects.

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