What is it? All we are doing here is showing the customer the benefits of purchasing the higher priced product over what they are looking to purchase. You’ll do this by increasing the perceived benefits of the product or service and enhancing the value back to the buyer. Of course, this must be done ethnically and the higher priced product or service must live up to your word.
This is also a great opportunity to “package” a bunch of products together that have a high value that work out less expensive when purchased at the point of sale. Often when offering finance or extended terms, this is an easier option and not a strain on your customers cash flow.
Take a look at your products and services, and where can you use this strategy? As we suggested with Bumps, develop” up sell” packages and scripts for your team to use. I would also suggest the packages you’re upsetting to are next to or close to the products/ services on offer. From a retail perspective, you don't want to take the customer on a ride around the store when up selling, it should be within reach of you and the customer. From a service point of view, again, make sure the up sell is the very next page/ process etc. We don't want to be rifling around files/ presentations/ booklets etc.
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