When it comes to increasing sales volume, many companies, to a large extent, rely on a technique which is called “upselling”. Upselling is when the salesperson offers the client an extension of the sale that has just been made or offers extra services. A typical example is in fast food restaurants. If you buy a hamburger, you are usually asked if you want a drink or fries with that. Upselling is also often used in online shopping where the systems are set to offer you accessories or other clients' purchases. Here are several important rules to follow when introducing upselling into your sales system.
Relevance
According to the SalesForce Blog, the extension needs to be relevant to the product just purchased. Offering a completely new, unrelated product requires a separate sales cycle. Before you start using upselling, first determine which products are connected and define a key according to which you allocate specific extra products or additional services to specific purchases.
Upselling takes place after the sale is closed
The difference between the standard sales volume increase that takes place during the meeting and upselling, is that upselling, according to the definition, takes place after the original sale is made. Upselling doesn't threaten the purchase in any way. The upselling offer needs to be made only after the contract is signed or in your order confirmation.
Convenience
As upselling are extra services related to the basic package the client was interested in in the first place, you need to give arguments for why the customer should agree to your proposal. Ideally, you should give a discount on the other products (temporary or conditioned to the original purchase) and thus motivate the client to go with your offer.
Added value
Products offered within the upselling system should provide the customer with extra value to the original purchase and make the client more satisfied. Think of upselling not only as of a way to increase sales volume, but also as of a way of strengthening the business bond between your company and the customer.
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