The Power Of Upselling, Side-Selling And Down-Selling

A real win-win for everyone

What you'll learn

What is upselling and how can merchants increase profits while enhancing customer experiences?

How does cross selling make more money for the merchant?

How is down-selling a win/win for the merchant and the customer?

What you should not do when upselling, cross-selling or down-selling.

Requirements

There are no requirements or prerequisites for this course.

Description

This course is about three sales techniques that will increase profits while at the same time enhance customer experience.They are upselling, cross-selling, and down-selling.Upselling is when a sales person encourages their client to purchase the more expensive or premium version of the product they’ve selected. The sales person must reassure the client that by buying that upmarket product, they are getting better features and benefits that will enhance their experience with the product they just bought. The intelligent sales person is always pointing out how this is good for the customer. This process will increase the total value of the transaction for the seller, too.Cross-selling is when a complimentary product is suggested to go along with the main purchase. For example, if a customer buys a smart phone, the sales person might suggest a protective case to go along with the phone. The idea is to give the customer peace of mind that their newly purchased product will be protected if the phone is dropped.Down-selling is about suggesting a lower-priced option when a customer is concerned about the cost of the higher-priced item. An example would be offering last years car model instead of this years.In all three cases, everyone is pleased. The merchant is increasing revenue while the customer genuinely feels they are getting an enhanced experience from the transaction.The term “win-win” is often thrown around a little too loosely, but in these three styles of selling, everyone walks away with something better.What upselling, cross selling and down selling is not is high pressure, brow beating, or bullying a customer into buying or up grading their purchase.All customers must truly walk away feeling they made the right move for themselves while merchants upped their profits by helping their customers.

Overview

Section 1: Introduction

Lecture 1 Introduction

Lecture 2 What is upselling and how can it benefit my customers and me?

Lecture 3 An example of helpful upselling

Lecture 4 More examples of upellling

Lecture 5 What not to do in the upselling process

Lecture 6 Don't engage in vanity upselling

Lecture 7 Use positive reviews in the upselling process

Lecture 8 Create scarcity and exclusivity in upselling

Lecture 9 Be empathetic when creating product scarcity

Lecture 10 How should you deal with upsell resistance?

Lecture 11 How do I know if a customer is resistant to an upsell and what should I do?

Lecture 12 Always make a follow up call to your customer

Lecture 13 You can take no for an answer

Lecture 14 What is side selling or cross selling?

Lecture 15 What is the difference between upselling and cross selling or side selling?

Lecture 16 Great examples of side selling or cross selling

Lecture 17 What not to do in cross selling or side selling

Lecture 18 More things NOT to do in cross selling or side selling

Lecture 19 What is down selling?

Lecture 20 Additional examples of down selling

Lecture 21 More smart ideas about down selling

Lecture 22 When it comes to sales, one size does not fit all

Lecture 23 A key to side selling success: know your customer

Lecture 24 Always tell a story in sales

Lecture 25 Selling is more than selling

Lecture 26 How to train your customer to NOT wait for a sale

Lecture 27 What stops some customers from buying?

Lecture 28 Develop 50 Q&As customers will ask you

Lecture 29 About me

Section 2: More tips on exceeding at sales

Lecture 30 How to be a confident sales person

Lecture 31 What really motivates people to buy?

Lecture 32 Get over your negative image about being in sales

Lecture 33 Make your sales pitch in person

Lecture 34 Selling is more than selling

Lecture 35 Know your customer

Lecture 36 Set smart sales goals for yourself

Lecture 37 Stay in touch with your customer after the sales

Lecture 38 Would you be a customer for your product?

Lecture 39 What's the one thing you could learn today that would make you better in sales?

Lecture 40 When it comes to sales, watch your customer's body language

Lecture 41 Some people can never admit they are wrong

Lecture 42 Don't knock the competition

Lecture 43 Always tell a story in sales

Lecture 44 Stories are memorable

Lecture 45 Don't engage in vanity selling

Lecture 46 Successful sales people talk less and listen more

Lecture 47 Look customers in the eye

Lecture 48 How to train your customer to not wait for a sale

Lecture 49 Talk your customer out of a sale

Lecture 50 What stops some customers from buying?

Lecture 51 What else stops people from making a purchase?

Lecture 52 What can you learn from your competitors?

Lecture 53 Watch your customers body language

Lecture 54 Don't buy our product

Lecture 55 Create a focus group for your sales presentation

Lecture 56 Be your competition's customer

Lecture 57 Feelings count in sales

Lecture 58 Look customers in the eye

Lecture 59 How to persuade anyone

Lecture 60 People love to shop

Lecture 61 Dealing with failure in sales

Lecture 62 How to be better, smarter, richer

Lecture 63 Some people fear being successful

Lecture 64 Become an expert on selling the invisible

Lecture 65 How do you boost your customers confidence in your product

Lecture 66 Make your sales pitch in person

Lecture 67 How to figure out what stories to tell your stories

Lecture 68 Don't be a prisoner of perfectionism

Lecture 69 What is your company really about?

Lecture 70 How to achieve your hardest goals

Lecture 71 The power of your voice

Lecture 72 Look like a winner

Lecture 73 Get over your fear of success

Lecture 74 The power of listening

Lecture 75 Talk less, listen more

Lecture 76 Don't let the imposter syndrome stop you

Lecture 77 It's not what you say, it's what they hear

Lecture 78 Can older consumers change their minds?

Lecture 79 Be the number interpreter of you

Lecture 80 Don't be the best, be the only.

Lecture 81 Examples of bad decision making

Lecture 82 How to achieve your hardest goals

Lecture 83 Focus on the situation, not the person

Lecture 84 Don't be a slave to the question

Lecture 85 Create your own personal board of directors

Lecture 86 Best business advice: pay attention

Lecture 87 How did you become great and how could you mess it up?

Anyone who is in business who wants to increase revenues while enhancing customer experience