Upselling your customers is one of the most useful sales techniques if you know how to do it right. The trick is not coming across as a sleazy sales representative who just wants to make a quick buck.
Getting your customers to buy more from you requires a delicate balance of technique and smooth-talking. Take a look at some of the best tips for getting in that additional sale.
Have An ATM
Sometimes customers may only have enough money on them to purchase one item. However, if you have an ATM machine on premise, then it’s a perfect opportunity for them to grab more cash.
Not only will your customer be able to make an additional purchase from you, but they’ll also appreciate the added convenience of having access to cash without having to leave the store.
Have a Sincere Conversation
When it comes to upselling your customers, it helps to have a genuine personal connection with them. Even if you’re just making chit chat about something small, it helps to get to know your customer.
The more that someone gets to know you as a person and not as just someone trying to sell them something, the more inclined they’ll be to buy even more from you. Don’t be afraid to start chatting about things that have nothing to do with what you are trying to sell. You will give off an air of honesty that they will appreciate in a salesperson.
One important part of upselling is that you should never try to sell customers something that they don’t actually need. If you go into the sale with the intention of trying to get them to buy something that they genuinely can benefit from, then you’ll win every time.
It helps to think ahead and put yourself one step ahead of your customer. Thinking about how a related item could benefit them in the future is the key to convincing them of making an additional sale.
Provide Cost Breakdowns
When trying to upsell your customers, it helps to put yourself in their shoes. Consider clearly explaining what they’ll be paying more for. It helps to breakdown exactly what they’ll pay and exactly what they will gain from it.
You have to be able to paint a picture of how they can benefit from what you’re asking them to do. Be as transparent as possible, and propose a price that you could envision yourself being interested in as well.
The best tool for getting people to buy what you’re selling is to identify what current trends in the market are. Get to know what kind of customers will benefit from what. The more that you know what kind of customer you’re trying to sell to, the more you can appeal to their unique needs.