Maximizing your Telephone Upselling Results:
1. Extend the Customer Relationship
2. Use a Customer Relationship Management System (CRM)
3. Leverage On-Hold Systems
4. Offer Upselling Incentives
5. Set Realistic Expecatations
What is Upselling?
Telephone upselling is a common sales technique where the telephone representative encourages the customer they are speaking with to purchase more in order to generate more revenue. This is a very successful sales tactic to encourage upgrades, add on services or bigger ticket purchases.
When Should you Upsell?
You should upsell when there is an opportunity to offer a customer a better version of what they are interested in purchasing. Upselling becomes much less ‘pushy’ when you’re authentically offering services that will enhance their user experience. If you are truly trying to add value to their purchase or enhance their experience, upselling can be a very organic process.
What is the difference between Upselling and Cross-selling?
While Upselling is the process of offering an upgraded product or service, cross-selling is the act of offering additional products or services that compliment the one the client is looking to purchase. Here are a few ways to maximize your telephone upselling results.