How to Upsell Products

April 1, 2010 by  Filed under: Sales 

When a salesperson makes an effort to make the customer buy upgraded versions, more expensive items, or other additions, it is known as up-selling. Thus up-selling refers to making the customers aware of the products and services that they were not aware of and also trying to market those products and services that are more profitable.

Companies often teach their employees on how to upsell products and services. Some of these techniques of up-selling are as follows: The most important factor is to be aware of the customers’ needs and requirements. If you can successfully gauge the customer’s budget and background, then you are in a better position to suggest him products and services.

Another very important way of up-selling is by creating a fear about the durability of the product being purchased. This is especially effective in cases of expensive purchases like electronic goods and other consumer durables. An example of this could be the extended warranty offered by the company.

When handing over a particular product to the customer, you can always hand him one or two things more that are similar in nature. With the description of the distinct difference between each, you can close on a sale of a better product. Try to point out the most positive aspects of the product picked by the customer. This way the customer is happy that he has made the right choice.

The point to upsell means to be able to satisfy a customer so that he becomes a permanent customer and always looks for the particular clerk that helped him in the first instance. By building a relationship, the customer is bound to return as he is assured that he will be taken care of personally and will be suggested the best products and services from the heap of merchandise on offer.

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Article Source:

Amy Anderson - EzineArticles Expert Author

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