Techniques
Many companies teach their employees to upsell products and services and offer incentives and bonuses to the most successful personnel. Care must be taken in this type environment to thoroughly train employees. A poorly trained employee can let slip the incentive program and thus offend a regular and loyal customer. There is a level of trust between the customer and employee and once broken it may never be reestablished.
A common technique for successful upsellers is becoming aware of a customer's background and budget, allowing the upsellers to understand better what that particular purchaser might need.
Another way of upselling is creating fear over the durability of the purchase, particularly effective on expensive items such as electronics, where an extended warranty can offer peace of mind. Upselling also works with things like expensive leather shoes, where the seller suggests to buy the waterproofing spray as well "to make the shoes last."
Read more about this topic: Upselling
Famous quotes containing the word techniques:
“The techniques of opening conversation are universal. I knew long ago and rediscovered that the best way to attract attention, help, and conversation is to be lost. A man who seeing his mother starving to death on a path kicks her in the stomach to clear the way, will cheerfully devote several hours of his time giving wrong directions to a total stranger who claims to be lost.”
—John Steinbeck (1902–1968)
“It is easy to lose confidence in our natural ability to raise children. The true techniques for raising children are simple: Be with them, play with them, talk to them. You are not squandering their time no matter what the latest child development books say about “purposeful play” and “cognitive learning skills.””
—Neil Kurshan (20th century)