Upselling has a specific definition that can be found in any dictionary. But to put it simply, upselling is asking your customer to spend more than they planned.
Although you will not always be successful in upselling a customer, it is important that you try at every sales opportunity. Regardless of if the sale is in person or via your website, the customer must always be asked.
The process of upselling is not difficult. In fact, it is quite simple. Offer the customer an upgraded version of their original product or something that adds value. Whatever path the conversation takes, you must be prepared with the product knowledge to give direction to the customer. If you don’t know why something is better or why they need it, then the upsell won’t be successful.
It is important to keep in mind that to succeed in upselling you only need to convert a small percentage of your upselling opportunities. This small percentage can have a big impact on your business's bottom line.
We will discuss the importance of recommending an alternative product in Part 2. Until then, the most important part of upselling is simply asking them!
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