Up sell strategies are often very successful in increasing customer value because the customer is already purchasing the product, knows and trusts it.

1. SALES
Techniques & Tactics For Selling Up
Upsell strategies are often very
successful in increasing customer
value because the customer is
already purchasing the product,
knows and trusts it.

2. What are we selling?
Selling What the product is
Metal
Wire
Woven
Treated
Packaged
Sell up by promoting “What the product does”
Safety
Health
Asset Protection
Improved Compliance
protection of image and reputation
reduced down time
reduced errors rates
improved quality
improved productivity
adherence to good practices
esprit de corps

3. Sell to all parties:
Source Substitution
Upper Managers
1. Describe the cost of existing source use
2. Reflect total cost, implementation and maintenance
3. Compliance issues
Middle management
1. Doesn’t interfere with production
2. Will enhance production
3. Implemented in a way that won’t affect production or irritate
workers
Line workers
1. Comfort, ease of use, simple changes to process,
2. Cool colors, the thing actually works!
3. Make the message match the recipient!

4. Success Stories
What are your selling-up success stories?

5. Questions centered around five
service characteristics
What are issues of concern to customers?
1. Price?
2. On-Time Delivery?
3. Reliability?
4. Safety?
5. Responsiveness?

6. DON’T FAKE PRODUCT KNOWLEDGE
Learn what you need to know as quickly
as you can.
You will need:
1. Product Knowledge
2. People Skills
3. Selling Skills
4. Positive Attitude

7. KNOW YOUR PRODUCTS!
• What does your product do?
• What it can’t do or isn’t?
• What can and cannot your competitors products do?
• Your unique selling position?
• Your competitors unique selling position?
• How your customers have uniquely used your product or service to
improve their business?
• How your prospects have uniquely used your competitors
product/service?

8. Developing Product Knowledge I
1. Does Company train to improve product
knowledge?
 If not how do you keep current?
1. Do you subscribe to magazines, newsletters,
journals that keep you educated on your
industry and trends that impact your success?
 If Yes, list them
1. Do you attend seminars?
 If Yes, list them

9. Developing Product Knowledge II
4. Have you cultivated relationships with your competition to keep up
to speed on their strengths, weaknesses, strategies, products,
services?
 If Yes, how did you do this?
5. Why do people buy from your organization?
 What is most appealing about your products?
6. Why don’t people buy from your organization?
7. Why do people buy from your competitors?
8. Why don’t people buy from your competitors?

10. Developing Product Knowledge III
9. How well do you sell against your competitors
weaknesses?
10. What are your customers telling you they want
or need that you or your competitors are not
supplying?
11. What trends or shifts are currently occurring in
the market that are impacting your sales
success? And how?

11. Developing Product Knowledge IV
9. If your approach is business as usual,
can you expect to maintain or increase
your success?
10. How are your competitors responding to
trends and shifts in the market?

12. More Probing Questions
1. How would you like to see your company and us work
together?
2. Please tell me how you see our products or services
contributing to you _____________.
3. Could you please elaborate further on that?
4. Have you considered other alternatives, such as
______________?
5. How do you feel about ______________?
6. How do you typically budget for these type of
expenditures?
7. What do you see as our next step?
8. When would you be in a position to begin, commit,
decide?

13. Probing I
1. Know why the prospect is buying from you.
 Specified by end user?
 Price?
 Quality?
 Delivery Date?
1. Know what options are available to the Prospect from
your competitors
 Specifications
 Price?
 Quality?
 Delivery Date?
1. Know your competitors weaknesses (as well as
strengths)

14. Probing II
4. Develop an understanding of how your
prospect is going to use the product.
5. Sell yourself as a resource for your client.
Don’t just try to move products or services.
6. Learn the internal politics of what is really
going on inside your prospect’s organization,
so you can position yourself accordingly.

15. Framing the Probing Question
Many of our customers tell us that they are
concerned about
____________________.
Fill in for Product
What are some of your current issues or
concerns (problems or challenges) that
you feel are getting in the way of your
product’s performance?

16. Trust Building
Describe how you may have built trust with a
customer by using why, how, where, when, what,
and who questions that show a genuine interest in
the customer’s desires, concerns, challenges, and
problems.
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________

17. Action Steps
1. Call your top 15 clients and ask them how you can be
a better resource to them.
2. Call your top 15 prospects and ask them how you can
be a better resource to them.
3. Talk to other sales people and ask them how they are
a resource for their customers.
4. Create an action plan to begin being a better resource.