June 11, 2024

Upselling is very difficult for many salespeople to execute. There are many reasons for this reality. In my opinion, the number one reason is because they are afraid of losing the entire sale, followed closely by they don’t want to be pushy. In reality, upselling should be a win-win for both the customer and the seller.

What is upselling? Thanks for asking. Upselling is when a seller is encouraging a customer to purchase a higher-end product and/or value-added options. A classic example is when checking into a hotel and you are asked if you would like to upgrade to a room with a better view or suite.  Another is when purchasing a computer and you are asked if you would like to add additional storage. In both scenarios you are being offered added value to something you are about to purchase.

What is not upselling? There was an article in The Wall Street Journal titled, Airlines Are Mastering the Dark Art of the Upsell. The author did an excellent job in the way the story was reported. I have no issue with the article’s author. My issue is with the airlines and what they are calling upsells.

With the goal of gaining the ability to get as many passengers on an airplane as possible, the airlines have been putting in more seats. They accomplish this by reducing the legroom between rows. The result is many customers are very uncomfortable. To make up for this airline’s created situation, they add seats with more available legroom and charge a fee for the additional legroom. Mind you, they did not reduce the fares when they took away the legroom.

For those of you who are flyers, you have already experienced other things that were once included in the price of your standard ticket, from checked baggage, to carryon’s, to light snacks. The airlines are offering bundles that they are referring to as upsells. An upsell is not a value-add when you take away benefits from your customer and turn around and sell it back to them, so they can fly more comfortably. They did fly more comfortably before the comforts and conveniences were taken away. This can be considered by some to be blackmail. It is not upselling

Upselling is a benefit and a choice. I had mentioned earlier that some salespeople are hesitant to offer an upsell for fear of being pushy or losing the sale. Both scenarios are possibilities if the upsell is not executed properly.

Executing an upsell correctly:

  • Work with your prospect to choose the product or service they need and is within their stated budget or in range of competitor’s prices.
  • When they have stated their intention to purchase from you, thank them, and at this time offer the upsell. “Would you like to add additional storage for only $X?” Would you like to add one more item for X% off of the price of that item?”

The reason this works is because you already have the sale in hand. They are not making a decision if they are going to purchase or not purchase. They had already made that decision. You are simply asking them if they want to increase their intended purchase with the value adds you are offering. If they decline those offers, you have a sale. If they accept them, you have a larger sale, and they have more benefits.

Ask for the order. Ask for the upsell. It is a win-win.

 

 

The other side of selling is buying. One of the largest buys many people will ever make is that of going to college. It is an expense/investment that is so great, graduates enter the workforce with tremendous debt. The government had to step in to relieve the pressure on so many.

My friend and author, Beth V. Walker, has a solution. She has published a book called Buying College Better.

It is never too early to start planning for college. Start your college planning by reading this book.

Available on Amazon: Click here

About Phil Whitebloom

Phil has been in sales and sales leadership for over 40 years. He is a multiple award winner and has helped customers such Fortune 500 companies, U.S. and local governments, institutions of higher education, houses of worship, television/radio companies, and more. Along with his sales teams they have solved thousands of problems, and generated billions of dollars in revenue. He is also known as a strong leader, boasting diversity and employee retention. His company, BeenThere Consulting offers Mastermind group, one-on-one sales coaching, etc…Sales Coaching

Send Phil an email Phil@BeenThereCS.com  let him know your thoughts on this topic and share your stories.

To learn more about BeenThere Consulting Services and how we can help you and your business go to BeenThereCS.com. To discuss specific needs or programs with me go to at Contact Us or schedule a meeting with me Calendly BeenThereCS.

 

 

 

The BeenThere/SoldThat Podcast

Join Brianna Hendley of Achievant Business Coaching and me as we cover sales and business-related topics designed to build your skills and increase your knowledge. Our mission is provide you with takeaways to help you achieve your goals and dreams.

Click on this link to listen or search your favorite podcast provider (Been There Sold That Podcast).

BeenThere SoldThat Podcast

 

Achievant Business Coaching, Your GPS to Success

Brianna Hendley, the founder and CEO of Achievant Business Coaching has a wonderful program underway. Do you want to accelerate your success? Click below to learn more.

Learn more

 

 

 

You Must Write a Book

Many of you have told me that you are thinking about writing a book. Some of you are in the process of writing. The questions I have for you are, “What do you want your book to do? How will you measure the success of your book?” If the answers to those questions are important to you, then you must learn from an expert, highly accomplished author, entrepreneur, and coach. My friend and mentor, Honorée Corder is that person. The first step is purchasing her series of books, and when you are ready, her courses. I have done this myself. I don’t know how I could have done it without them. Here are the links:

 

 

You Must Book Business Series

 

 

 

 

Empire Builders Masterclass

 

Join the Advance Reader Team

“Handling Objections, Clues for Closing The Sale”

Would you like to be a member of the “advanced reader team” for Phil Whitebloom’s new book?

Contact me and in the Message box https://beentherecs.com/contact-us/.  Tell me that you would like to be on the Advance Reader Team. I will add you to the list. Approximately two weeks before the release date, you will get an email with a link on how to read the book. My ask is that you write a review and tell your friends and colleagues.

BeenThere Consulting Services, LLC

BeenThere Consulting Services is a sales coaching company. Coaching is more than training. We work with your specific sales needs in real-time. We address what is impacting your business now, while creating enhanced processes and developing skills for future success. Our promise is that you will have actionable take-a-ways after each meeting, which will increase your sales and benefit your business overall.

No one program fits every need. We offer a variety of options to meet the needs of those who want to improve their sales.

  • One-to-one coaching: Custom programs designed to meet client’s needs.
  • BeenThere Sales Coaching Hour: Group Coaching focused on specific topics and skills development.
  • BeenThere/SoldThat Mastermind SB: High-end group coaching for small business owners, where members work together to solve problems for themselves and others.

How to contact us

To determine which program will work for you or someone you know, contact us at https://beentherecs.com/contact-us/.

This blog will keep you posted on BTCS happenings and offerings. It will also provide information that will be valuable for growing your sales.

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