What you'll learn
What is upselling and how can merchants increase profits while enhancing customer experiences?
How does cross selling make more money for the merchant?
How is down-selling a win/win for the merchant and the customer?
What you should not do when upselling, cross-selling or down-selling.
Requirements
There are no requirements or prerequisites for this course.
Description
This course is about three sales techniques that will increase profits while at the same time enhance customer experience.They are upselling, cross-selling, and down-selling.Upselling is when a sales person encourages their client to purchase the more expensive or premium version of the product they've selected. The sales person must reassure the client that by buying that upmarket product, they are getting better features and benefits that will enhance their experience with the product they just bought. The intelligent sales person is always pointing out how this is good for the customer. This process will increase the total value of the transaction for the seller, too.Cross-selling is when a complimentary product is suggested to go along with the main purchase. For example, if a customer buys a smart phone, the sales person might suggest a protective case to go along with the phone. The idea is to give the customer peace of mind that their newly purchased product will be protected if the phone is dropped.Down-selling is about suggesting a lower-priced option when a customer is concerned about the cost of the higher-priced item. An example would be offering last years car model instead of this years.In all three cases, everyone is pleased. The merchant is increasing revenue while the customer genuinely feels they are getting an enhanced experience from the transaction.The term "win-win" is often thrown around a little too loosely, but in these three styles of selling, everyone walks away with something better.What upselling, cross selling and down selling is not is high pressure, brow beating, or bullying a customer into buying or up grading their purchase.All customers must truly walk away feeling they made the right move for themselves while merchants upped their profits by helping their customers.
Overview
Section 1: Introduction
Lecture 1 Introduction
Lecture 2 What is upselling and how can it benefit my customers and me?
Lecture 3 An example of helpful upselling
Lecture 4 More examples of upellling
Lecture 5 What not to do in the upselling process
Lecture 6 Don't engage in vanity upselling
Lecture 7 Use positive reviews in the upselling process
Lecture 8 Create scarcity and exclusivity in upselling
Lecture 9 Be empathetic when creating product scarcity
Lecture 10 How should you deal with upsell resistance?
Lecture 11 How do I know if a customer is resistant to an upsell and what should I do?
Lecture 12 Always make a follow up call to your customer
Lecture 13 You can take no for an answer
Lecture 14 What is side selling or cross selling?
Lecture 15 What is the difference between upselling and cross selling or side selling?
Lecture 16 Great examples of side selling or cross selling
Lecture 17 What not to do in cross selling or side selling
Lecture 18 More things NOT to do in cross selling or side selling
Lecture 19 What is down selling?
Lecture 20 Additional examples of down selling
Lecture 21 More smart ideas about down selling
Lecture 22 When it comes to sales, one size does not fit all
Lecture 23 A key to side selling success: know your customer
Lecture 24 Always tell a story in sales
Lecture 25 Selling is more than selling
Lecture 26 How to train your customer to NOT wait for a sale
Lecture 27 What stops some customers from buying?
Lecture 28 Develop 50 Q&As customers will ask you
Lecture 29 About me
Section 2: More tips on exceeding at sales
Lecture 30 How to be a confident sales person
Lecture 31 What really motivates people to buy?
Lecture 32 Get over your negative image about being in sales
Lecture 33 Make your sales pitch in person
Lecture 34 Selling is more than selling
Lecture 35 Know your customer
Lecture 36 Set smart sales goals for yourself
Lecture 37 Stay in touch with your customer after the sales
Lecture 38 Would you be a customer for your product?
Lecture 39 What's the one thing you could learn today that would make you better in sales?
Lecture 40 When it comes to sales, watch your customer's body language
Lecture 41 Some people can never admit they are wrong
Lecture 42 Don't knock the competition
Lecture 43 Always tell a story in sales
Lecture 44 Stories are memorable
Lecture 45 Don't engage in vanity selling
Lecture 46 Successful sales people talk less and listen more
Lecture 47 Look customers in the eye
Lecture 48 How to train your customer to not wait for a sale
Lecture 49 Talk your customer out of a sale
Lecture 50 What stops some customers from buying?
Lecture 51 What else stops people from making a purchase?
Lecture 52 What can you learn from your competitors?
Lecture 53 Watch your customers body language
Lecture 54 Don't buy our product
Lecture 55 Create a focus group for your sales presentation
Lecture 56 Be your competition's customer
Lecture 57 Feelings count in sales
Lecture 58 Look customers in the eye
Lecture 59 How to persuade anyone
Lecture 60 People love to shop
Lecture 61 Dealing with failure in sales
Lecture 62 How to be better, smarter, richer
Lecture 63 Some people fear being successful
Lecture 64 Become an expert on selling the invisible
Lecture 65 How do you boost your customers confidence in your product
Lecture 66 Make your sales pitch in person
Lecture 67 How to figure out what stories to tell your stories
Lecture 68 Don't be a prisoner of perfectionism
Lecture 69 What is your company really about?
Lecture 70 How to achieve your hardest goals
Lecture 71 The power of your voice
Lecture 72 Look like a winner
Lecture 73 Get over your fear of success
Lecture 74 The power of listening
Lecture 75 Talk less, listen more
Lecture 76 Don't let the imposter syndrome stop you
Lecture 77 It's not what you say, it's what they hear
Lecture 78 Can older consumers change their minds?
Lecture 79 Be the number interpreter of you
Lecture 80 Don't be the best, be the only.
Lecture 81 Examples of bad decision making
Lecture 82 How to achieve your hardest goals
Lecture 83 Focus on the situation, not the person
Lecture 84 Don't be a slave to the question
Lecture 85 Create your own personal board of directors
Lecture 86 Best business advice: pay attention
Lecture 87 How did you become great and how could you mess it up?
Anyone who is in business who wants to increase revenues while enhancing customer experience
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