Never ask your customers how much they’re looking to spend or how big their budget is.
Think about Christmas… Or your spouses birthday… You go shopping, looking for a gift. You go into a store, and after a few minutes of browsing a helpful salesperson approaches you. After a little small-talk and your generic description of your gift-idea, the sales person tries to determine which product to show you: “How much did you want to spend?”, he asks.
“Around $300”, you might answer. So the salesperson shows you a first item, a second item, but eventually you leave, because you just started shopping and you still want to check out a few other stores. The products you saw you could get anywhere. Click here to read more.. »
Upselling is one strategy to improve your bottom-line — and your customer’s experience. Has this ever happened to you: you bought a tool or a toy in a store only to realize after you came home that you didn’t have the right batteries? The “order-taker” at the store failed twice: first, he disgrunteled you, the customer, and second, he missed an opportunity to make money. Don’t make the same mistake.
Upselling is the best way to improve margins and profit immediately, and it is essential during promotions.
Have you ever been in a meeting or conversation with a customer when you realized that both of you are in the same posture? Both of you had your arms crossed, or both of you have had the elbows on the armrests in the exact same position?
How can batting practice help us understand the perception in our sales pitch?
