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The Retail Doctor's Blog

Attract, Close & Delight Your Customers

3 UpSelling Tips for Retailers

Bob Phibbs

Upselling is about challenging customer preconceptions and getting them to see the value behind every product you sell.

Most customers aren’t cheap, they’ve simply adopted a mindset that most products are of comparable quality. A shirt is a shirt. A pair of jeans is a pair of jeans. An umbrella is an umbrella.

That is until those shirt buttons break when being fastened, or the jeans shrink after one wash, or the umbrella falls apart in a heavy downpour.

After customers have had these types of experiences, they turn to more expensive brand name items, not because of the name, but because of the underlying value of the product.

The trouble is many younger salespeople have not had those experiences and feel upselling is just a way to force a customer to buy something more expensive than what they need.

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Topics: Retail Sales Training, up selling, upselling, selling tips

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