Your mind set: You only have control over your own behaviour, so make your job as interesting as you want it to be!!!!

CHANGE YOU MIND SET: STOP thinking that you’re “bothering” people when up selling. Begin seeing it as a “service” that you are giving them…

Keeping that in mind when doing your job….doing it the same way will become monotonous for you. Change it around, try different approaches-become the ideal team player by being able to be the chameleon.

Every call is an opportunity…..YOU have to be willing to take it!

Professionals see themselves as a resource for their clients. Being a resource, they are asked for their advice, counsel, opinions on a number of related or unrelated issues. In CARE, we educate, assist, troubleshoot and resolve our customers’ issues with solutions….actually the best way to describe your job is being a detective.

You’ve got the customer on the phone and have just provided a solution for him/her. Perhaps you’ve just sold them a new product. Or maybe you’ve helped them with a customer service question. Now is the perfect time to engage the customer and uncover if another product or service your company offers would also be valuable to him. Plus, you’d help satisfy your company’s and up selling objectives.

Why are you hesitant? Because most people think “I’m bothering someone” Up Selling may be the single fastest and least expensive approach to increasing sales. Up selling refers to when you help a customer decide to buy a little extra or “up-grade” slightly what they already have. Keep in mind, if you don’t offer/up sell…the customer has no idea that he can be upgraded.

You are the expert. He/She is not!

Adding Value/Up Selling- are similar……Going the extra mile does not only mean doing something “extra” it means “adding value” and adding value is not just telling someone to visit the website, it means by up selling/upgrading them, you are adding value to what they already have to improve it….which in turn makes them truly feel taken care of. In other words, never cheat your customer out of the opportunity to buy something else…..Make this your mantra and you will see more sales and happier customers.

Remember if you don’t try…. its 100% NO, if you try, you’re getting a 50% chance of a yes.

Transitioning to an up sell: You’ve taken care of the client’s needs, fixed their problems, recapped and made them feel that you’ve “taken care” of them….now’s the ideal time to say something like, “Mr Jones, in reviewing your account, I see that you have , Call Waiting and Voice Mail, a great way to know who is calling you (which gives you the freedom of picking up or letting it go to voice mail) is Call Display (that’s the benefit) one of our most popular feature (makes them feel part of the group) Would you like to hear more about it?” (Ask permission to proceed)

Feeling more assertive, using the same wording but say, “It is one of our most popular features, for only $4 month, we can add it to your package”. (Assumptive selling) Something to keep in mind:

It is totally irrelevant whether or not this purchase suits your needs; the needs of the customer are important.

Popularity: 71%

This entry was posted on Saturday, December 29th, 2007 at 6:49 am and is filed under Upselling. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.