Upselling Products

Upselling Products

by Todd Mittleman

By using a sales incentive, you can
improve your success upselling products
to a customer with a higher cost item.
When you have a prospect focusing in
on the base model, you can tell them
about the specific sales incentive
on the higher valued item. Not only
will they get the benefits inherent
in the premium item, they will also
be eligible for the incentive offered.
The prospective customer then factors
in the added incentive in their cost
assessment and expands their consideration
of that larger ticket item.

When upselling products, the sales
incentive you use must then be less
than the profit margin of the higher
item being sold. Travel incentives
from GetUp&Go are
a perfect example of a high perceived
value with low cost. These incentives
vary in price but average less than
a night at the movies. The perceived
retail value of these incentives are
several hundred dollars. All of which
helps you to upsell your higher priced
products.

3 Reasons