UPSELLING

Pop quiz.

Which tactic is the fastest path to revenue?

A) Reaching out to people you don’t know.
B) Selling additional products or services to customer.

You know the answer. B.

Your customers know and trust you. Strangers don’t.

How do you sell people additional products or services without sounding pushy?

Storytime.

I bought a bike from Racer’s Edge in Boca Raton.

Here’s the post-sale conversation with John, the owner.

“What type of bike lights are you using?”
“Ravemans.”
“Those are popular lights. 2,000 lumens. How do you like them?”
“They’re great.”
“Do you use a mirror to see cars approaching from behind?”
Me: “No. I turn my head around and look.”
John: “You’ve probably heard of the Garmin Varia.”
Me: “What’s that?”
John: “With the Varia, you can see cars approaching from behind without moving your head.”
Me: “How does it work?”

Curiosity piqued.
A few minutes later, I spent $803

Illuminating problems or opportunities is a sales superpower.

Buyers have the answers.
Sellers have the questions.