Upsell Tactics Part 2

26. Ask questions along the way. This helps you to clear up
miscommunications before they can grow into something too big to
overcome.
27. Make it easy for the customer to say yes. This means they can
always stop you to accept the deal.
28. Make it hard for the customer to say no. Be prepared to respond
to every objection with a benefit.
29. Always affirm the thoughts of your client. Then turn them around
to why they need the product you are recommending.
30. Never argue with a client. It closes a door that will never open
again.
31. Don’t say no to a client. If they want something you can’t
deliver, tell then what you can do instead.
32. Make it clear you have the best interests of the customer at
heart. If it is obvious you just want to make a sale, you’ll lose them
in a short period of time.
33. Always appreciate the past business from the customer. Make it
a point to mention it. They’ll feel special because you remembered.
34. Say the client’s name now and then. One’s own name is the
sweetest sound many people ever hear.
35. Even in email correspondence, always address the customer by
name from time to time.
36. Ask the client for ideas on what they could do with the additional
product.
37. Follow up on those ideas by exploring them a little further; it
helps the client build a stronger affinity with the product.
38. Ask how the customer would handle those same situations
without the product.
39. Point out how solutions would be so much easier with the
product than without.
40. Ask clarifying questions to make sure you understand what the
customer is saying. It lets them know you are listening and want to
get it right.
41. Keep the purchase options simple. Too many options could lead
to confusion, then to frustration for the customer.
42. Walk the customer through the process of purchasing if
necessary. A little handholding to complete a sale is a good thing.
43. Close the sale whenever you get the idea that the client is ready
to make a decision. A second later may be too late.
44. Confirm the terms of the order. You want to make sure
everything is exactly as it should be.
45. Thank the customer for the order now, even if another form of
thanks will take place letter (such as in a confirmation email). It is
not overkill to do it twice.
46. Always ask for referrals. They can lead to additional
opportunities for new sales and subsequent upsells.
47. Follow through and make sure the order is fulfilled according to
terms. If there is any type of delay, make sure the client knows
about it in advance.
48. Confirm the delivery of the order.
49. Schedule a follow up contact with the client to get feedback. This
can be done with a phone call or an email.
50. Always schedule that follow up for a few days after the customer
receives his or her order. It is not only a chance to get feedback on
the latest purchase, but also a chance to secure permission to
contact the client about future offers.