Upselling

What does upselling mean?

• • Up-selling meant offering and selling higher-quality/higher-priced products or services than those of the same category that the customer or prospective customer had initially intended to purchase.
  • „"Up" comes from English and meant, among other things: "high", "higher", "upwards".
  • „"Selling" means selling.

Goals of upselling

• • The goal of upselling is the effort of the supplier and their sales team to..., To sell higher-quality/higher-priced products or services than those goods or services of the same category that the customer or prospective customer had initially intended to purchase.
  • Furthermore, increasing the quantity of goods purchased, which was planned by the customer, also falls into this category.
  • This is not ONLY in Field service and key account, but also in Inside Sales and in Service technician area in sales.

Upselling: A win-win situation

• • Upselling requires a delicate touch. and should represent a win-win situation for your customers and your company. 
  • If your only aim is to boost sales in the short term or to "push" sales statistics, then you are missing the point entirely.
  • Always aim for long-term customer relationships and consider what benefit (advantages) the respective customer will have from the upselling product or service you are proposing.
  • The „trick“ in upselling – as many successful and experienced salespeople and sales managers confirm – is to focus on the different benefits for the customer when making the purchase, rather than on one's own sales figures.
  • And as far as sales figures are concerned: If your customers recognize the extensive benefits of the upselling product you are offering and see themselves reflected in it, you can close the deal.
  • Another benefit for you or your company: If your customers are happy with the purchase and use, they trust you, come back again and again, and even receive qualified recommendations. 

Upselling: Application in sales conversations

• • Here is one example among many:
  • The customer is interested in an existing product and would like to know more about it:

1. 1. 1. Go through the benefits of "this" product or "this" service, accompanied by the corresponding "storytelling".
      2. If you have communicated both aspects of this product or service very well, present an "ALTERNATIVE" (the higher-priced product = upsell product) and also use benefit selling and storytelling for "this" product, WITHOUT deciding for the customer which would be "better". TIP: Remain completely "neutral".
      3. Why? If used skillfully, the customer won't feel like you're pushing a "more expensive" product on them, but will instead have their attention focused on BOTH options you've presented.
      4. He will weigh it up in his mind, and the moment will come when the customer will ask YOU what YOU would recommend.

Another tip:  

• • Never say: „a more expensive“ product or „we also have this cheaper product“ etc., because by doing so you devalue the product or service selected or sought by the customer or prospect. 

Start an upselling campaign with your sales team.

1. 1. Start a campaign with your sales team to push upselling.
   2. Work out, or collaborate with your team, how to cleverly integrate "benefit selling" and "storytelling" into upselling.
   3. Develop the transition in the sales conversation between the product or service desired by the customer and the opportunities to begin upselling.
   4. Monitoring the success of each sales or distribution meeting, including how the campaign is performing for each individual employee.

Have fun!

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