The Power of Upselling, Side-Selling and Down-Selling

Name: The Power of Upselling, Side-Selling and Down-Selling
Rating: 4.2 (21 reviews)

A real win-win for everyone

Created byBob Berkowitz, Media Training Worldwide Digital

Last updated 10/2024

English

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.

Course content

2 sections • 87 lectures • 2h 11m total length

Introduction1:26
What is upselling and how can it benefit my customers and me?1:57
An example of helpful upselling1:06
More examples of upellling1:41
What not to do in the upselling process2:24
Don't engage in vanity upselling1:06
Use positive reviews in the upselling process1:48
Create scarcity and exclusivity in upselling1:07
Be empathetic when creating product scarcity1:17
How should you deal with upsell resistance?3:18
How do I know if a customer is resistant to an upsell and what should I do?3:18
Always make a follow up call to your customer1:05
You can take no for an answer1:07
Recognize customer objections and educate them about your offering, clarifying misconceptions and explaining why your product serves their best interest.
What is side selling or cross selling?1:31
What is the difference between upselling and cross selling or side selling?1:28
Learn how upselling and cross-selling increase sale value and customer satisfaction by guiding customers to higher priced items or suggesting useful add-ons, making good products even better.
Great examples of side selling or cross selling1:43
What not to do in cross selling or side selling1:46
More things NOT to do in cross selling or side selling1:23
What is down selling?1:38
Additional examples of down selling1:28
More smart ideas about down selling1:16
When it comes to sales, one size does not fit all1:16
A key to side selling success: know your customer1:39
Always tell a story in sales1:56
Selling is more than selling1:03
How to train your customer to NOT wait for a sale2:12
What stops some customers from buying?1:02
Develop 50 Q&As customers will ask you1:35
About me0:23

How to be a confident sales person1:15
What really motivates people to buy?1:59
Highlight the four buyer motivators—time, money, status, and peace of mind—and show how time savings, cost savings, status signaling, and security persuade buyers.
Get over your negative image about being in sales1:14
Overcome the negative stereotype of sales and see it as a positive driving force that meets client needs, solves problems, and fuels profits and growth.
Make your sales pitch in person1:05
Selling is more than selling1:03
Selling accounts for 40% of our time in business as we persuade investors, attract talent and partners, promote ideas, goods and services, and engage the media.
Know your customer1:39
Know your customer by identifying their needs, desires, and challenges, and tailor your offerings to meet them. Demonstrate value through success stories and empathetic communication to build lasting loyalty.
Set smart sales goals for yourself0:58
Stay in touch with your customer after the sales1:23
Would you be a customer for your product?1:49
What's the one thing you could learn today that would make you better in sales?1:00
When it comes to sales, watch your customer's body language1:15
Some people can never admit they are wrong1:14
Handle insecure colleagues with fragile egos by offering constructive praise and concrete suggestions for improvement; assess willingness to grow, and be prepared to make tough team decisions.
Don't knock the competition1:14
Always tell a story in sales1:56
Stories are memorable1:28
Don't engage in vanity selling1:06
Learn to avoid vanity selling by not pressuring clients to buy higher-priced options; understand their needs and budget, and offer appropriate products they truly want or can afford.
Successful sales people talk less and listen more1:03
Look customers in the eye1:04
How to train your customer to not wait for a sale2:12
Talk your customer out of a sale1:24
What stops some customers from buying?1:02
Learn why some customers don’t buy—often they don’t need it now or can’t afford it—and how ethical tactics like discounts, coupons, or future purchase breaks can make it financially comfortable.
What else stops people from making a purchase?1:03
What can you learn from your competitors?1:01
Learn to study your competition to borrow valuable ideas, adapt winning features, and apply regional strategies to boost upselling, side-selling, and down-selling.
Watch your customers body language1:15
Study facial expressions, eye contact, and head nods to gauge interest during sales. Use these cues to guide upselling, side-selling, and down-selling conversations.
Don't buy our product1:37
Create a focus group for your sales presentation1:21
Be your competition's customer1:05
Feelings count in sales1:11
Look customers in the eye1:04
How to persuade anyone2:31
Persuade anyone by tapping into emotions rather than rational thinking, illustrating how feelings shape buying and choices from clothes to cars and homes, with applications to sales and networking.
People love to shop0:41
Dealing with failure in sales1:20
How to be better, smarter, richer2:30
Some people fear being successful1:26
Become an expert on selling the invisible0:52
How do you boost your customers confidence in your product2:29
Make your sales pitch in person1:05
How to figure out what stories to tell your stories3:21
Don't be a prisoner of perfectionism1:17
What is your company really about?4:06
How to achieve your hardest goals1:56
The power of your voice1:16
Look like a winner0:52
Get over your fear of success1:26
The power of listening1:36
Talk less, listen more1:03
Don't let the imposter syndrome stop you1:09
It's not what you say, it's what they hear1:04
Can older consumers change their minds?1:26
Older consumers can change their minds; don't stereotype by age, ethnicity, or gender, and treat each customer as an individual by uncovering their motivation to buy or not to buy.
Be the number interpreter of you1:13
Don't be the best, be the only.1:12
Become the only one who finds unique customers and new markets through innovation and creation. Identify opportunities, demonstrate impact, and stand out in your career by delivering distinct solutions.
Examples of bad decision making0:48
How to achieve your hardest goals1:56
Focus on the situation, not the person0:44
Don't be a slave to the question1:48
Turn every question into an opportunity to upsell your capabilities by illustrating how you expanded roles and persuaded audiences, boosting your hire prospects and value.
Create your own personal board of directors1:40
Best business advice: pay attention2:03
How did you become great and how could you mess it up?2:16

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.

Who this course is for:

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

The Power of Upselling, Side-Selling and Down-Selling

What you'll learn

Explore related topics

Course content

Introduction29 lectures • 46min

More tips on exceeding at sales58 lectures • 1hr 25min

Requirements

Description

Who this course is for: