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By Income Wax, Inc.

Upsell is Not a Dirty Word

22 March 2017 By LA 2 Comments

tips to increase salesWhen you hear the term Up-sell does it invoke an image of an unsavory salesman trying to con you into something more expensive?

Up-sell is not a dirty word. It is a marketing term for the practice of suggesting higher priced or additional products or services to a customer who is considering a purchase.

Rarely do you escape a fast food drive-in without being asked if you would “like to super-size that?” Servers are taught to ask restaurant patrons “Are you ready for dessert or do you want to take any sauces home with you today?” It’s an acceptable practice. The power of suggestion is incredibly influential. Spontaneous add-ons are generally win/win for both the patron and the business.

Up-selling in the direct sales industry it’s not as widely acceptable.

Some independent sales consultants are hesitant to try this practice with their customers. Likewise, some customers instantly get defensive and discount any suggestion of anything additional – without even listening or considering what is being offered.

Cross-selling is another term that is similar and oft times used interchangeably with up-sell. Cross-selling is offering additional suggestions. If you have ever made a purchase at Amazon, you know that once you place an item in your shopping cart, additional products appear on your screen alerting you that previous customers who made the same purchase also were interested in the following items. That is an example of cross-selling.

There is a fine-art to up-selling.

If not employed correctly it can backfire on the independent sales representative. It is not something that should be unilaterally attempted with each and every transaction. For instance – while you’re talking with guests at a home party you learn that one of the attendee’s spouse just lost his job, her basement flooded and her teenager just crashed his car. She places what appears to be an obligatory order for one of the least expensive items offered in your catalog. Clearly she’s made it clear there isn’t discretionary income in the budget right now.

Would it be appropriate for you to suggest to her an up-sell of a multi-pack “because if you purchase five, you’ll get one free?” No, of course not. She may be thinking, “I shouldn’t even spend this $10 with all the expenses I have to deal with right now.”

On the other hand, if you have a guest who has made it perfectly clear that she wants one of everything in the catalog and placing a substantial order, it would be absolutely appropriate for you to suggest, “I see you’re ordering two of [these]. If you flip to page 23 in the catalog, you’ll see our “Combine and Save” options. If you order just one more, you’ll save $x.” In this case, the customer would most likely be appreciative that you’re saving her money.

Up-selling is an acceptable, approved, positive method of sales that can help you grow your direct sales business.

If you’re not accustomed to up-selling your customers, I encourage you to try. Listen to your customer’s needs to ensure you are using this technique appropriately and then it will be well received.

Please Like, Share or Post a Comment!

About the Author: Laurie Ayers is a Michigan work from home mom and a Superstar Director with Scentsy Wickless Candles. She enjoys helping men and women start and maintain a home based business in the US, Canada, Mexico, Australia, New Zealand, Puerto Rico, Germany, Ireland, UK, France, Austria and Spain. To download a FREE Start Up Guide which provides more details about how to start a home business as well as to learn about our compensation plan go to www.thrivingcandlebusiness.com/how-to-start-a-candle-business/ 

Be sure to connect with me on Facebook, Twitter, and Pinterest

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Filed Under: Home Parties, Marketing Tagged With: sales

About LA

About the Author: I'm Laurie Ayers, a top ranked Superstar Director with Scentsy Wickless Candles. I have been representing Scentsy for 14 years and in direct sales since 1988. Please join me on Facebook and Pinterest

Reader Interactions

Comments

  1. Taylah Brown-Dargan says

    27 September 2015 at 07:08

    Yes yes yes yes!!! I constantly try to tell this to my team also! You are amazing!! (Do you mind if I share all this with them but credit you?) thanks x

    Reply
    • Admin says

      27 September 2015 at 07:11

      Feel free to share anything. Thanks for stopping by. Warm regards, LA

      Reply

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Laurie Ayers

Laurie Ayers Scentsy Michigan


I'm Laurie Ayers, known as LA by many, a Superstar Director who started with Scentsy in 2006. Read my Scentsy story HERE.

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