What is the best strategy to teach my sales team how to upsell?
Q: "What's the best strategy to teach my sales team how to upsell?
A: I'm paid to do sales training and developed a whole sales training program called SalesRX.com. And it's a holistic look at the customer.
You can't just say to your staff, 'Do this one thing.'
If you haven't built the foundation of trust, no customer is going to take your recommendation.
If your employees don't know how to build rapport to become a trusted adviser, then they're going to feel that having to suggestively sell or add-on will make them phony.
They hate doing it. And they won't tell it to you, but they'll avoid it at all cost.
So you know what the easy answer is? Pay $195 for SalesRX, that's per month for up to 5 users, and check it out, because at the end of the day, getting employees to deliver a branded experience that drives sales takes a lot more than just saying, 'How can I get them to upsell?'
So the quick answer is pay for the training. It's much more involved than just a simple one or two lines of text.
To learn more, see How To Get Higher Retail Sales: Suggestive Selling
That said, my best strategy is to give them an example they were upsold - they got the larger drink, they bought the better product, they made the choice to spend more.
Get them to tell you those stories and ask them if they felt someone was making them do something. Most of them should say no, they felt good about doing it.
Use that information to show them that the customer appreciates getting something better or adding on to complete the look or the project. I hope this retail sales training video helped.