The tempting beast that is upselling – a sales technique used to lure customers into purchasing a more expensive item or an upgrade – has been around for eons. In fact, there are whole businesses created around the concept.
Fast food restaurants are notorious for offering a larger sized item for a nominal fee. A national shoe store chain offers buy-one-get-one deals frequently in hopes its shoppers will purchase more shoes. Cable companies are well known for offering their customers amazing deals on premium movie network or sports packages; the idea is the customer will get hooked to the new channels and continue to pay for them when the offer is over.
Obviously, the upsell technique can be remarkably effective; it can be a value add for your customers when used correctly. The quandary is that many companies abuse upselling by using it too frequently or being overly aggressive.
If you want to incorporate upselling into your business model, it would do you some good to learn what could possibly make you or your sales team come across as a greedy vampires out for blood. Here are some things to avoid when offering an upsell.Read More