Answers to Everyday Questions : What is upselling ?

One of the sales methods used in boosting sales invoice is called upselling. It is an important concept in business that sales staffs should not work just to take orders but to be active sellers. The concept includes active selling of promotions and other add-ons for clients, which will be an extra sale. It is not just all about selling, but providing the customers the benefits that they can get if they purchase an extra product.

As the client was not planning to purchase the second product, but rather ready to pay only for what they have already decided on, the salesperson should use effective strategies. The salesperson’s tasks is to convince the customer why he or she has to buy the extra item. The reason that tactic is everything in upselling is that without it, asking a client to purchase just what he or she came for might just come as a high pressure sales strategy.

One of the most important factors in upselling are incentives such as discounts and free shipping, which will help to easily convince the client to get more items. An example is “buy one, get one free,” incentive works well to boost sales in many industries such as fashion accessories and fast food, whether the offer is to get the next item for half the original price or free. In a web-based businesses or e-tailers, free shipping plays a vital role in boosting sales invoice. Buying certain number of items or reaching a certain amount total include free shipping is one example.

Besides offering incentives, pointing out the help they can get from the product can convince a customer to add more onto their original order. For instance, buying one or two items now will save a considerable amount of money on high repair costs, which is inevitable in the future. In addition, bulk buying now allow not only for a cheaper price, but also for the ease of not having to re-order so often.

Knowing the customer and the psychology regarding purchasing extra items is important to effective upselling. Do the math and give the buyer the precise amount of money he or she can save by buying now instead of waiting. Show him or her why that represents a major savings that should not be ignored. Whatever your promotion offer is or whatever a certain benefits to buying extra now are, show the precise details of these to your client.