By Stephan Schiffman
In modern revenues surroundings, upselling is not any longer a "nice additional" - for lots of salespeople, it truly is develop into a required a part of their revenues pitch and is usually even outfitted into their quotas. In Upselling innovations (That fairly Work!), Stephan Schiffman presents readers with a whole procedure for constructing and executing profitable upselling plans for present and new debts with out pushing the envelope too a long way, together with worthy info that is helping salespeople: raise the scale of the common sale; enhance a special strategic plan for vital shoppers; place themselves as an irreplaceable company best friend; Fend off the contest, carry directly to the account...and extend its worth over the years.
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Extra info for Upselling Techniques: That Really Work!
Example text
Principle #1: People Respond in Kind; We Create the Flow As we have seen, upselling is a conversation, and effective upsellers must learn to master that conversation. An essential first element of mastering the art of the conversation, especially the upselling conversation, lies in understanding this first principle. When Katie Couric secures an interview with an extremely important figure—the president of the United States, say—do you 31 U P S E L L I N G TE C H N I Q U E S think she simply sits down and improvises her way through the conversation without any preparation at all?
My point here is that there is no point in winging it in your discussions with customers. They are every bit as important to you as the discussion with the president of the United States is to Katie Couric—if not more so. So, instead of wondering what is going to happen during the conversation, it makes much more sense to understand the vital role your choice of a question will play in setting the dynamic and the flow of the conversation. The reason your question is so important is that people will respond to the topics that you raise, just as the president will, of necessity, say something about the topic Katie Couric raises during her interview with him.
And as I say, commonality is a big part of what happens. You studied such-and-such in school—what a coincidence, so did I! You made a certain career choice recently— and that’s genuinely interesting to me because I made a very similar choice a few years back. So, in the initial discussion with my prospect, I am going to find elements that he or she has in common with me. 19 U P S E L L I N G TE C H N I Q U E S After a while, you learn to build up commonality with just about anyone. Honestly, I don’t care who you put in front of me, I can find something I have in common with that person.