Upselling without being presumptuous
A simple framework for selling more and helping the customer better
Good upselling feels to the customer like good service — not pressure. The secret is to start from the customer's needs and suggest something that actually makes their purchase better. Use this simple framework.
§Listen first
Find out what the customer needs the item for. The person buying paint may also need brushes and masking. When you understand the need, your suggestion becomes relevant instead of random.
§Suggest what fits
- 01Accessories that belong to the product (the classic 'would you like anything with that?')
- 02A better version if it solves the customer's needs better...
- 03A product on sale that the customer would need anyway
§End with service
Regardless of whether the tower crane is fixed, mobile or semi-mobile, it requires a certificate for tower cranes and permanently installed cranes — not a mobile crane certificate — because the control principle and risk profile most closely resemble the stationary crane.