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How can you get better at upselling? Here are 3 tips.

artisan.net.nz
Published by in Hot Sales · 20 September 2017
Tags: HotSalesgetbetteratupselling
Sales   is like fishing; the team is constantly trawling for new leads, doing all   they can to ensure a bite. Making new sales is the driving factor behind any   B2B organisation, and sales teams tend to devote a good chunk of their time to achieving this. However, upselling existing clients - even tricky   ones - is a difficult, yet rewarding approach to driving business success.

Upselling existing clients - even tricky ones - is a difficult,   yet rewarding approach to driving business success.
Unfortunately,   much like fish, customers can be skittish and wary of upsells. For that   reason, it makes sense to identify good and bad habits, such as the three   below, and invest   in sales training for your team.

1. Keep it simple
If   a client has already made a purchase or locked into a contract with your   company, they don't want to be offered a dozen more options. Rather than   bombard them with new proposals, Business.com suggests that sales people keep   things simple and choose one, maybe two, potential new options. This way, the   client doesn't get overwhelmed by the choices.

The   same goes for your pitch - rather than push the upsell really hard, which   could easily scare the customer away, it makes sense to present the option   and its benefits, then step back and let the client decide what they think.
Upselling   a client gets more difficult when they're presented with too many options.


Upselling a client gets more difficult when they're presented with too many options.

2. Keep it relevant
Customers   know when they're being sold the most expensive option, especially if it   isn't particularly relevant to their business, and they'll run in the   opposite direction. The best way to avoid this is by tailoring the upsell to   the client - what, specifically, will benefit their business?   If you're going to push a product that comes at an extra cost, you better be   prepared to make a good case for why the client needs it, says Forbes writer   Neil Patel.

3. Keep it honest
Most   importantly, be upfront with your customers. In order to keep them from   swimming away from your hook, it's best to be as honest and transparent about   the sale as you can be, according to HubSpot contributor Morgan Jacobson.   This is especially true with regards to cost - make sure there aren't any   hidden fees, and if there are, let the client know in advance.

In   some cases, sales teams might feel like they need an extra skills boost to be   the best they can be. That's where Artisan comes in. We offer our HotSales   training and development courses to teams around New Zealand, so get   in touch with us today to learn more about how your team can reach its   full potential!
  



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