February 01, 2015
The final stage of a sale is used to suggestively sell an add-on to the main purchase.
After the customer has made the big decision to buy the solution to their need that you found for them, it is the time you paint a picture of how another product or upgrade would extend their pleasure.
That’s because once you get a yes, it is much easier for the customer to say yes again.
The customer has shown you that you have gained their trust.
But you must get that first yes before trying to upsell or you could overwhelm the customer with options.
So don’t rush it.