Upselling

Does anyone have any great "Upselling Techniques" they would like to pass along?

What do you mean when you say, "Technique"?

It's important always that your strategy precedes your technique (tactic). Please tell us more about what specifically you want to accomplish.

IMO, "Upselling" and "Cross Selling" go hand in hand.

Upselling - encouraging customers to add to their original purchase with a value-added incentive.
Example A: "Buy one pair of shoes and get the second pair half off."
Example B: "Supersize your fries for an additional twenty five cents."

Cross Selling - encouraging customers to purchase additional products, that may or may not relate to the original purchase, with or without a value-added incentive.
Example A: "In addition to the shirt, would you like a matching tie?" [modified example]
Example B: "Would you like to buy a memory card for your new digital camera?"

So using your example JR, when I'm at McDonald's and the clerk ask if I would like an ice cream sunday with my meal that's "Cross Selling" and when the clerk asks if I would like to Supersize my order that's "Upselling"?

Quote:

Originally Posted by Jolly Roger

Example B: "Would you like to buy a memory card for your new digital camera?"

Yes, of the four examples that Jolly Roger provides, that would be "upselling", I suppose. The others are examples of value-added merchandising.
I don't like the term "upselling". I'm an advocate of "complete" selling and it's not a semantics issue. There is a difference. In the example of the memory card, uncovering a need by asking the question leads to complete selling--or from the customer's standpoint, completing a satisfactory purchase. It serves the customer by, among other things, saving her an additional trip to buy the card. If you put the interests of the customer first, a complete sale is more likely to follow.

Quote:

Originally Posted by Gary Boye

I don't like the term "upselling". I'm an advocate of "complete" selling and it's not a semantics issue. There is a difference. In the example of the memory card, uncovering a need by asking the question leads to complete selling--or from the customer's standpoint, completing a satisfactory purchase.

Semantically, "Complete" sounds so "finite" or "absolute."

Quote:

Originally Posted by Gary Boye

The others are examples of value-added merchandising.

What do you consider "Cross Selling" to be?

Quote:

Originally Posted by Newbie

Semantically, "Complete" sounds so "finite" or "absolute."

Yes, exactly. So does "gaining closure" when it applies to the task at hand. It's not implied here that other opportunities won't follow. Facilitating a complete sale invites futher opportunities as customer needs arise.

Thank you for your take on the subject. Interesting stuff.

Upselling

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