The Art of the Upsell: Tips to Maximize Each Sale

Comments (2)

Comment Feed

A different way to look at this "rule"

I don't agree with what was said here:

"Another “rule” about upselling is that you should always wait until you have all the necessary information for the main sale before attempting to sell something extra – don’t risk that primary sale. Furthermore, experts advise that an upsell should not exceed 25 percent of the cost of the primary sale. That figure seems to be a subconscious threshold in the buyer’s mind."

Quite often, A/E/C customers expressed an interest in "buying" or "leasing" wide-format (and other) equipment. Rather than "just" give them quotes, we ALWAYS took these inquiries as opportunities to introduce them to our FM program; a program where they could acquire the equipment without having to purchase or lease - a program that would be far more favorable to them than purchasing or leasing. I never looked at that as "up-selling", but, rather, as "educating" our customers (or prospective customers) about a better way to fulfill their needs. Just an off the cuff estimate - but we probably converted 80-85% of those opportunities. We did not sell or lease a lot of wide-format equipment, even though we could have, but we did do a LOT of FM's. And, our FM's were more profitable to us. And, more beneficial to our customers!

Joel Salus more than 3 years ago

Good point, Joel.

Good advice, Joel. I guess there are exceptions to every rule! more than 3 years ago

IRgA Member Directory
Rules and Guidelines
HP Ad version A
Gold sponsor bar
KIP ad
Canon web ad
Image Access ad
AEC 2017
Canon Solutions
Heavey Group
Silver Sponsor bar
Synnex Ad
Sepialine Ad
Evergreen Technologies ad
Bronze sponsor bar
Azon 2017
Drytac 2017
Drafting Clinic
Quality Web Ad
OpCenter 2015 ad
ES-TE ad
Wide-Format Engines Web Ad