Three Secrets to Upselling

Successful salespeople know that it is far easier to sell a second time and a third to a satisfied client than it is to sell to a first-time client. The rest of us should pay attention!

Here are three “secrets” value selling training experts know how to use to their benefit:

1. They know how to seed future sales. Even if your current client is not in the market for your other products/services, they might be in the future. Make sure they know about all you offer so when there’s a need, they know to contact you.
2. They know how to create ongoing commitments. Don’t let the first-time sale be the end of your connection. Can you create a membership with perks or a subscription that provides value? The longer you can stay linked, the easier it will be to sell a client again.
3. They know how to switch from product to service or vice versa. If you sell a book, can you also offer a reader review service? Or if you sell sales development programs, can you also sell a CD that captures the main points for review or follow-up coaching?

Be creative and always focus on what is in the best interests of your customer.