Up-selling simply explained
Porsche Holding

What does upselling mean:

Up-selling means: offering and selling higher quality/higher-priced products or services than the goods or services in the same category that the customer or prospect intended to purchase in advance.

  • “Up” comes from English and means, among other things: “high”, “higher”, “up”.
  • “Selling” means sale.

Goals of upselling

The aim of up-selling is the effort of the provider and its sales team to sell higher quality/higher-priced products or services than those of the customer or prospect that are intended/considered in advance for goods or services in the same category.

In addition, this category also includes increasing the purchase quantity planned by the customer.

Up-selling: win-win situation

Upselling requires finesse and should be a win-win situation for your customers and your business.

If you’re just trying to boost sales in the short term or “push” a sales statistic, then you’re missing the point.

Always strive for long-term customer relationships and consider what benefit the respective customer will have from the up-selling product or service you are proposing.

The “trick” in upselling – as many successful and experienced salespeople and sales managers will confirm – is to focus on the various benefits for the customer when purchasing, instead of on their own sales figures.

As for the sales numbers, if your customers see and relate to the extensive benefits of the up-sell product you’re offering, you can close the deal.

Another benefit for you and your company: If your customers are happy with the purchase and use, they trust you, keep coming back and they even receive qualified recommendations.

Up-selling: Application in the sales pitch

Here is one example out of many:

The customer is interested in an existing product and would like to know more about it:

  1. Go through the benefits of “this” product or “this” service, accompanied by the appropriate “story-telling”.
  2. If you have communicated both about this product or service very well, show an “ALTERNATIVE” (the higher-priced product = up-selling product) and also carry out benefit-selling and story-telling for “this” WITHOUT that You decide for the customer what would be “better”. TIP: Stay completely “neutral”.
    • Why? With skilful use, the customer will not have the feeling that you are “pushing” a “more expensive” product into him, but will pay attention to BOTH options that you have given him to choose from.
    • He will weigh it in his mind and there comes a moment when the customer will ask YOU what YOU would recommend.

Another tip:

Never say: “a more expensive” product or “we still have this cheaper product” etc., because you are devaluing the product or service selected or desired by the customer or prospect.

Start an up-selling campaign with your sales team

  1. Start a campaign with your sales team to push up-selling.
  2. Work out, or together with your team, how to cleverly incorporate “benefit selling” and “story telling” into upselling.
  3. Work out the transition in the sales pitch between the product or service the customer wants and the ways to start up-selling.
  4. Checking the success of each sales or distribution meeting, how the campaign is going for each individual employee.

Have fun!

© 2022 by FROSCHARFF KG. All rights reserved. This work is protected by copyright.

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