“I was so impressed! The cashier at Hudson News just tried to upsell me a bottle of water with my magazines! I can think of a few salespeople who could take a lesson from Gail at Hudson News.”
I love it. And, I agree with Tara in that great salesmanship – in this case, “upselling” – is great salesmanship regardless of the context. And, when done appropriately and ethically, it benefits everyone involved; the salesperson, the company and – most importantly – the customer.
An upsell is an additional (and typically, related) product – usually less expensive – offered to a customer, either while in the act of purchasing the main product or immediately after just having done so.
While the classic example is, “Would you like fries with your burger?” 🙂 upsells are used in thousands and thousands of sales situations and with all sorts of products, services, and combinations of such.
Upsells help the consumer, who may not have thought of something he or she also needs or wants and of course helps the business/salesperson, who increases their profit with an additional sale with no additional expense or overhead. A “win/win” in the truest sense of the word.
Other upsell examples: Service warrantees for an appliance, a discounted price on an additional audio program after having bought the first, the waiter suggesting coffee and dessert with your dinner.
In Part Two, suggestions concerning upsells both for the buyer and for the seller.