Use This Script To
Upsell Your Customers Like Crazy
-- by Jay Abraham, http://www.abraham.com
-- http://www.redtienda.com/english/newsletter58.htm#1Say to prospects,
"My company will allow me to upgrade you to
the superior service or package of services for
only a nominal amount more than the good basic
service you chose originally. Instead of having
to pay two times more to move from our basic to
our superior service, I can upgrade you or add it
on for a modest amount more." (At this point
you specify what the amount is.)
The trick
in the upsell is your script. It acknowledges the
prudent decision the customer or client has made
and is about to sign off on. It then alerts them
to the fact that since they've already decided
they want that result, they probably would have
an even greater appreciation for the superior
result - which you can give them for only a
modest amount more!
A word of
Caution: an "upsell" will backfire on
you and breed resentment if your customers
perceive it as only crass bait-and-switch
strategy. To avoid that pitfall, halt the upsell
whenever a customer or client shows by words,
gesture or expression that they have serious
reservations about upgrading. At that point, you
should put them at ease and start talking again
about the high value in their first purchase
choice.
In any
selling, your first objective should be to remove
prospect resistance. There are a number of
massively effective ways to do that. Each of the
techniques is ethical, each is beneficial to
customers and clients - and each is
non-manipulative.
Risk
Reversal: Here, you (as seller) assume most or
all the risk in a transaction and your customer
assumes none of it. The textbook example of risk
reversal is the 100% guarantee of a full refund
with no questions asked. It's a wonderful way to
sweep away buyer doubt or hesitation.
I believe
strongly in "reversing the risk" and,
as some readers know from firsthand experience, I
use the technique at my business-building
seminars. If a seminar attendee doesn't find
solid value by the second day of a three-day
seminar, I refund their money.
Two Step
Selling: Again, the object is to neutralize or
remove customer doubt. Two-step selling does
that, because in a Two Step you offer your
prospects something of clear value, free of
charge. The free item could be a free information
document, a free lesson, a free trial of
something or (if you're a physician) even free
flu shots!
Both
techniques - risk reversal and two-step selling -
establish you as a seller who can be trusted and
one who is trying to add genuine value and
advantage to a customer's life.
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