Up-selling: Up-selling: ItIt’’s not you against the s not you against the

customer!customer!

Presented by:Jeremi Bauer

AgendaAgenda

• Define Selling

• Define Up-selling

• Explore the gap between selling and up-selling

• Discuss strategies and tactics to improve your up-selling skills

Define SellingDefine Selling

• “… process of repetitive and measurable milestones, by which a salesperson relates his offering of a product or service and in return enabling the buyer to achieve his goal in an economic way. (Greening, J. (1993)”

Define Up-SellingDefine Up-Selling

• Up-selling is simply exposing the customer to other options he or she may not have considered previously, during the normal course of the sales/order process.

The Gap between selling The Gap between selling and Up-Sellingand Up-Selling

• How does this gap occur– Lack of a plan– Lack of information

• What can we do do close the GAP!– Pre-call plan– Educate ourselves– Ask questions

• Who’s responsibility is it to close the GAP?

StrategiesStrategies

• Know what you want!

• Know your audience!

• Know your product!• Know your limits!

• Utilize the CPU!!!!!!• Call your inside or

outside teammate!• Talk with MGMT!• Talk with the

warehouse!• Utilize the CPU!!!!!!

TacticsTactics

• What is your customer using this for?

• When do you need this?• How much are you looking to

get?• Have you considered

________ with that ________?• You know ________ goes

great with that ________!• How does your customer use

this product?

• If you get the ______ with that order I can ______, how does that work for you?

• If I could _______ would you get the _____ with that?

• I’ll _______ if you get your customer to try ______!

• By getting _____ I can save your customer _______ which will make the job ____________!

Up-selling qualifying questions

Up-selling closes!

Congratulations!Congratulations!Your are now free to up-Your are now free to up-sell your way to budget!sell your way to budget!