On the surface, cross- and upselling seem easy. The person is already a customer; all you have to do is encourage them to buy more.
Salespeople can often intuitively discern what prospects want and need. But that intuition can only go so far; at some point, you need to find out specifically what they value.
Gone are the days when every customer’s journey was simple. Today, buyers have countless paths to a purchase, thanks to shifting shopping options and consumer attitudes.
Price objections aren’t limited to just one industry. No matter what you’re selling, you’ll likely encounter more than one customer who doesn’t agree with your pricing.
Sometimes you only get one chance to make a great impression. With competition around every corner, you’ve got to make the most of your contact with a prospect.
Not every prospective customer is going to be an easy sell. Most often, you’ll encounter at least one or two objections during the sales process.
Approximately 75% of convenience store customers are there solely to buy gas. What can you do to get them from the pump to your store? Plenty, according to GSP’s Steven Cohen.
The most successful reps know that there is an art to the upsell and cross-sell. But, don’t think that it’s a difficult technique that only a few can do. Not only does upselling boost your earnings but it can also secure loyalty.
Likely, you’re going to hear “no” at least once in a while from a buyer. This is especially true in the salon industry, as customers may not always be eager to buy a suggested product or service.
Even the best salespeople can trip up. It’s easy to become too complacent in the job or too busy to notice details. But these “fails” can be costly.
Are you selling something highly specific? Is your product or service most valuable to a certain niche of buyers?