Your mindset: You only have control over your own behavior, so make your job as interesting as you want it to be!!!!
CHANGE YOUR MINDSET: STOP thinking that you’re “bothering” people when upselling. Begin seeing it as a “service” that you are giving them…
Keeping that in mind when doing your job….doing it the same way will become monotonous for you. Change it around, try different approaches-become the ideal team player by being able to be the chameleon.
Every call is an opportunity…..YOU have to be willing to take it!
Professionals see themselves as a resource for their clients. Being a resource, they are asked for their advice, counsel, opinions on a number of related or unrelated issues. In CARE, we educate, assist, troubleshoot and resolve our customers’ issues with solutions….actually the best way to describe your job is being a detective.
You’ve got the customer on the phone and have just provided a solution for him/her.
Perhaps you’ve just sold them a new product. Or maybe you’ve helped them with a customer service question. Now is the perfect time to engage the customer and uncover if another product or service your company offers would also be valuable to him. Plus, you’d help satisfy your company’s and up-selling objectives.
Why are you hesitant? Because most people think “I’m bothering someone”
Up-Selling may be the single fastest and least expensive approach to increasing sales. Upselling refers to when you help a customer decide to buy a little extra or “up-grade” slightly what they already have. Keep in mind, if you don’t offer/upsell…the customer has no idea that you have other services that might fit their needs.
You are the expert. He/She is not!
Adding Value/Up-Selling- are similar.…..Going the extra mile does not only mean doing something “extra” it means “adding value” and adding value is not just telling someone to visit the website, it means by upselling/upgrading them, but you are also adding value to what they already have to improve it….which in turn makes them truly feel taken care of. In other words, never cheat your customer out of the opportunity to buy something else…..Make this your mantra and you will see more sales and happier customers.
Remember if you don’t try… it’s 100% NO, if you try, you’re getting a 50% chance of a yes.
Transitioning to an upsell: You’ve taken care of the client’s needs, fixed their problems, recapped, and made them feel that you’ve “taken care” of them….now’s the ideal time to say something like, “Mr. Jones, in reviewing your business, I see that you have a lot of remote employees, we should talk about our incredible video conference platform called BlueJeans. Would you like to hear more about it?” (Ask permission to proceed)
Feeling more assertive, using the same wording but say, “It is one of our most popular software, for only $5 month, we can add it to your package”. (Assumptive selling)
Something to keep in mind:
It is totally irrelevant whether or not this purchase suits your needs; the needs of the customer are important.
Happy Selling!
Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below. We look forward to talking to you soon!
