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What Are the Best Tips for up-Selling Products?

Tara Barnett
Tara Barnett

Up-selling products requires flexible strategies, but many people find that simple stock phrases can be enough to convince customers to purchase products they would not otherwise buy. One of the most commonly used strategies involves asking if a customer would like to purchase a product that goes with or relates to the product they are already purchasing. In some cases, up-selling tactics can be subtler, and might include pointing out special deals if the customer purchases more of a product. The best tips for up-selling products vary depending on the industry, but it is important to keep in mind that customers are more likely to buy something if they feel they are being offered a special opportunity.

Some of the most important tips for up-selling products involve when and how information is conveyed to the customer. For example, a customer who has reached the register in a retail environment will usually not be as open to up-selling as a customer who is still walking around the floor. Likewise, up-selling products with aggressive language will not usually be as successful as offering information that appears neutral but effectively sparks interest. Customers usually react badly to over-aggressive sales tactics, particularly when they are seasoned shoppers.

A waitress explains the menu to her customers, subtly up-selling certain items.
A waitress explains the menu to her customers, subtly up-selling certain items.

When up-selling products in restaurants or other areas where customers are not likely to walk away, strategies may sometimes be different. Waiters, for example, can offer detailed descriptions of food products without risking the customer leaving. In a store, salespeople must often be more succinct. Each store may have different policies regarding up-selling tactics, and different customer bases may be more receptive to different strategies.

Tips for up-selling products may be offered to new employees by each individual business, and no matter what strategies seem effective, it is important to follow company policies. Up-selling is often covered in employee training, and businesses typically have a reason for requesting that specific styles of speech be used. Sales tactics are also specific to the product being sold, and it is a good idea to think creatively about ways in which a person might be persuaded to buy a more expensive model or a companion product.

The key to up-selling products is to find a strategy that works in a specific environment with a specific type of client. A good salesperson will be able to read people effectively and determine which strategy is most likely to be effective. It is important not to annoy customers to the point that they will not consider returning to the business. Up-selling to the degree that customers are angered is a bad business practice and can hurt profits overall.

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    • A waitress explains the menu to her customers, subtly up-selling certain items.
      By: Yuri Arcurs
      A waitress explains the menu to her customers, subtly up-selling certain items.