Upsell Strategy

Build personal relationships
- Rapport, rapport, rapport!
- A true desire to help a client goes a lot further than a magnetic personality
Prepare ahead of time
- Builds your confidence
- Anticipate challenges or questions and prepare an effective response to avoid losing a sale
Identify and stick to your client’s character to personalize your message
- Make sure they are a good fit fer the product/services you are pitching
- Do not follow a script, instead learn as much as you can about the client and their shop’s needs and tailor your message.
Know your products and believe in what you are selling
- Helps you gain their trust and adds value to their business
- It is easier to be passionate about – and sell a - product when you genuinely believe in it
- Use happy testimonials from other customers and statistics – gives you valuable social proof
Practice active listening and always problem solve for the customer
- Will help you build stronger relationships but also unlock information that will help you position your product as the best option
- Don’t oversell them on features they do not need
- Use a consultative approach and determine what they truly need for their business
Send a proposal after you present, follow up and roll with rejection/know when to walk away
- You will not win every deal. Use rejection to determine how you can improve

Tips & Tricks

Focus on one product per quarter to educate your clients on
Plant seeds/educate on every call - inform/remind of new & existing products - high level overview
Provide correlating promo flyer along with email proposal after your call
Give promo deadlines to create urgency
- Promos are emailed out to current customer the 1st week of the quarter
Offering co-op, program discounts, and payment frequency options
Schedule a follow up with a Supervisor/Manager if they need more info/demo to solidify the sale
Give strategy ideas of how you would recommend best utilizing the product to get them excited
DO NOT think with your own wallet - customers do not understand that they have to spend money to make money
- Also, most already have these services with another provider and this could trim down their budget and get it all under one roof
Remember that they are all professional sales people and will try to get a better deal
ASK FOR THE SALE!!
- If they say no, ask them what it would take to move forward, or when they feel would be the right time?
- Schedule a follow-up appointment