6. Sell the Sizzle
There is great care in the initial sale for the client. There is a lot of consideration, feature-benefit discussions, and closing efforts. But unfortunately when it comes to add-on products or services, there is fear of losing the initial sale, which is why the attempt to upsell is so poor.
The rule has been that the upsell must be low pressure to avoid losing the sale all together. I am not referring to a strong push of the upsell, but what successful salespeople, that have a tremendous record in upselling have, is the ability to be completely descriptive to a point you can’t resist it -- and then they leave it alone.
The sizzle is something top waiters know how to do best. They know how to describe the dessert in a way that is so appealing that the customers can’t say no, even if they are completely full.
So for any product or service, have a plan to attempt the upsell by being descriptive, not about the features/benefits, but about the sizzle. Tie lots of senses and feelings into this upsell.
Even if the customer won’t agree, they won’t feel like they were pressured and might come back for more some other time.