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Common Questions and Answers
First, let’s talk about what NOT to do:
Take some time this week and map out exactly what specific product or service you’re going to up sell with which product you’re selling. And then stick to that and pitch that over and over again.
Case Study: I consulted with a blood plasma company once that sold everything from blood plasma, to flu shots, to disposable supplies. There was a lot to choose from in terms of up sell. We hired a new rep and he quickly became the number one producer because he decided to up sell the same bottles of blood plasma whenever someone bought blood plasma. In other words, he didn’t try to them sell them gloves or needles. Here’s how it went for him:
If the client bought two bottles, he would always say, “That’s great. You know, we happen to have two more bottles of that left with the same expiration date. They come in a case of four – would you like me to just send you our last four bottles?”
Over 60% of the time they would!
But the top reps have taken the time to script out the most compelling up sell pitch they can, and then they deliver it with confidence and in an assumptive manner. This makes a huge difference. Here are some great ways to start your up sell script:
“________, I’ll tell you what many of my clients are also taking advantage of…”
“That’s a great choice. And did you know we’re running a special offer on two or more cases? Yes, you can get free (shipping, package of wipes, promotional posters, etc…
“_________while that policy is perfect for you, the smart way to go is to increase your coverage to 2 million dollars for just a $100 more a year. That would be your best move on this…”
The reason for this is that your client is in the “buying zone” at that moment and that is when you make your up sell offer. Don’t worry, they won’t cancel their first order – that’s in the bag. What you want to do now is suggest an up sell (that you’ve scripted out and that is compelling) at this exact moment and then hit your mute button and listen.
There you have it. The three rules to effective up sells. Try them today and watch your sales – and your confidence – soar!
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com