3 Rules for Successful Up Sells

If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t??), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more.

First, let’s talk about what NOT to do:

1)      First of all, you absolutely have to ask for the up sell in order to get it.  I know that sounds like a “duh!” comment, but take it from me – out of the thousands of sales reps I listen to each year, a very small percentage actually do.

2)      Ask for the up sell as an afterthought.   As you’ll see, timing is everything with the up sell.  Don’t wait until the very end of the sale to suggest one.  You have to make it part of your original product offering as you’ll see.

3)      Ad lib it.  You absolutely have to be prepared, polished and assumptive when asking for the up sell.  Again, this is where many sales reps fall short as you’ll see…

OK.  And now here are the 3 rules for successful up sells:

1)      The first thing you need to do is know exactly what up sell item or service you’re going to sell with what product.  If you sell many different types of products or services, then you may have a pair them in advance and be ready to offer the product that most likely fits or goes with what it is you’re selling.

Take some time this week and map out exactly what specific product or service you’re going to up sell with which product you’re selling.  And then stick to that and pitch that over and over again.

Case Study: I consulted with a blood plasma company once that sold everything from blood plasma, to flu shots, to disposable supplies.  There was a lot to choose from in terms of up sell.  We hired a new rep and he quickly became the number one producer because he decided to up sell the same bottles of blood plasma whenever someone bought blood plasma.  In other words, he didn’t try to them sell them gloves or needles.  Here’s how it went for him:

If the client bought two bottles, he would always say, “That’s great.  You know, we happen to have two more bottles of that left with the same expiration date.  They come in a case of four – would you like me to just send you our last four bottles?”

Over 60% of the time they would!

2)      And that leads me to rule #2: Be prepared with a scripted approach.  The up sell is one of the easiest and most important parts of your presentation to script out.  So many sales reps (like 80% of them), ad lib the up sell (whenever they think about it at all), and often aren’t convincing nor persuasive.

But the top reps have taken the time to script out the most compelling up sell pitch they can, and then they deliver it with confidence and in an assumptive manner.  This makes a huge difference.  Here are some great ways to start your up sell script:

“________, I’ll tell you what many of my clients are also taking advantage of….”

“That’s a great choice.  And did you know we’re running a special offer on two or more cases?  Yes, you can get free (shipping, package of wipes, promotional posters, etc…)…”

“_________while that policy is perfect for you, the smart way to go is to increase your coverage to 2 million dollars for just a $100 more a year.  That would be your best move on this….”

3)      The third rule is that timing is everything!  The best time to suggest the up sell is right after your prospect or client has said yes to an order.  Don’t talk past the close, don’t go over any other details, just go right into your up sell pitch.

The reason for this is that your client is in the “buying zone” at that moment and that is when you make your up sell offer.  Don’t worry, they won’t cancel their first order – that’s in the bag.  What you want to do now is suggest an up sell (that you’ve scripted out and that is compelling) at this exact moment and then hit your mute button and listen.

There you have it.  The three rules to effective up sells.  Try them today and watch your sales – and your confidence – soar!

3 Rules for Successful Up Sells

By Mike Brooks, www.MrInsideSales.com

If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t??), then you can instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more.

First, let’s talk about what NOT to do:

1)  First of all, you absolutely have to ask for the up sell in order to get it. I know that sounds like a “duh!” comment, but take it from me – out of the thousands of sales reps I listen to each year, a very small percentage actually do.

2)  Ask for the up sell as an afterthought. As you’ll see, timing is everything with the up sell. Don’t wait until the very end of the sale to suggest one. You have to make it part of your original product offering as you’ll see.

3)  Ad lib it. You absolutely have to be prepared, polished and assumptive when asking for the up sell. Again, this is where many sales reps fall short as you’ll see…

OK. And now here are the 3 rules for successful up sells:

1)  The first thing you need to do is know exactly what up sell item or service you’re going to sell with what product. If you sell many different types of products or services, then you should pair them in advance and be ready to offer the product that most likely fits or goes with what it is you’re selling at the time.

Take some time this week and map out exactly what specific product or service you’re going to up sell with which product you’re selling. And then stick to that and pitch that over and over again.

Case Study:  I consulted with a blood plasma company that sold everything from blood plasma, to flu shots, to disposable supplies. There was a lot to choose from in terms of up sell.

We hired a new rep and he quickly became the number one producer because he decided to up sell the same bottles of blood plasma whenever someone bought blood plasma. In other words, he didn’t try to sell them gloves or needles. Here’s how it went for him:

If the client bought two bottles, he would always say, “That’s great. You know, we happen to have two more bottles left with the same expiration date. They come in a case of four – would you like me to just send you our last four bottles?”

Over 60% of the time customers said yes!

2)  And that leads me to rule #2: Be prepared with a scripted approach. The up sell is one of the easiest and most important parts of your presentation to script out. So many sales reps (like 80% of them), ad lib the up sell (whenever they think about it at all), and because of that they aren’t very convincing nor are they persuasive.

But the top reps have taken the time to script out the most compelling up sell pitch they can, and then they deliver it with confidence and in an assumptive manner. This makes a huge difference. Here are some great ways to start your up sell script:

“________, I’ll tell you what many of my clients are also taking advantage of….”

“That’s a great choice. And did you know we’re running a special offer on two or more cases? Yes, you can get free (shipping, package of wipes, promotional posters, etc…)…”

“_________while that policy is perfect for you, the smart way to go is to increase your coverage to 2 million dollars for just a $100 more a year. That would be your best move on this….”

3)  The third rule is that timing is everything! The best time to suggest the up sell is right after your prospect or client has said yes to an order. Don’t talk past the close, don’t go over any other details, just go right into your up sell pitch.

The reason for this is that your client is in the “buying zone” at that moment and that is when you should make your up sell offer. Don’t worry, they won’t cancel their first order – that’s already a done deal. What you want to do now is suggest an up sell (that you’ve scripted out and that is compelling) at this exact moment and then hit your mute button and listen.

There you have it. The three rules to effective up sells. Try them today and watch your sales – and your confidence – soar!

If you found this article helpful, then you’ll love Mike’s NEW book of phone scripts, “The Ultimate Book of Phone Scripts.”  Get over 220 Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit:  http://www.mrinsidesales.com/booklaunch.htm and get over $400 of FREE Sales Bonuses by Jeffrey Gitomer, Tom Hopkins and more!!

Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com

Fear Pushes, Vision Pulls

This saying really resonated with me the first time I heard it. At that time I was selling over the phone, and I knew all about being driven by fear. I was afraid that if I didn’t make quota I would be fired. I was afraid that if I didn’t close any business before the end of the month I wouldn’t be able to afford my rent. I was afraid to cold call because no one seemed interested in what I was selling.

It was this fear that pushed me to show up. It was there in the morning when I awoke. As I laid there it overwhelmed me and pushed me out of bed. When I got to the office, and after I had procrastinated most of the morning away, it was there to push me to make cold calls. Later in the day it was there to push me to make closing calls. All day long (and the days turned into weeks and months) my fear of economic insecurity, of having made the wrong choices in my life, of what my future would be like, pushed me through my life as a salesman.

As I looked around my office I’d wonder what I was doing wrong and why others in my office looked and acted more confident and happy. The top producers driving the new cars and moving into their new homes didn’t look like they had much fear. The two bosses who owned the company didn’t look like they had the fear I had. In fact other producers who seemed to be trying hard and actually looked like they enjoyed the challenge and their successes didn’t seem to have the fear I did.

What was wrong, I wondered?

And then I heard the statement, “Fear pushes, Vision Pulls”. Someone asked me what my goals for the rest of the year were, and I couldn’t tell her. She asked me what got me excited in the morning, and I had to admit there wasn’t much. She asked me what I was looking forward to accomplishing in the coming years, and I didn’t have an answer. She asked me if I had specific goals in each area of my life that I could actually believe in, and I told her I didn’t. And that’s when she explained about the importance of having a vision for my life.

She told me that before I could have a dream come true I first had to have a dream. She explained that developing and having a vision that I could believe in was what made the tough times easier to bear and it made the good times more rewarding. She told me that it was easy to develop a vision and once I really believed that it could come true that it was then destined to manifest itself in my life.

After doing a lot of work with goal setting, affirmation setting, visualization and imprinting my goals into my subconscious, my visions did come true. Books like “The Secret” and “Beyond Positive Thinking” and “The Sermon on the Mount” helped me change my life and my thoughts, and I highly recommend books like these if you’d like to learn techniques and methods to help you manifest your dreams as well.

Over the years, though, what I’ve found to be important is that if I don’t keep painting a vision for my life then fear quickly sneaks back in to push me to take action again. While it works for a bit, it’s highly inefficient and it’s uncomfortable for me and for all those around me. When I’m driven by fear, my life quickly becomes unmanageable and I start asking myself all the old questions again. When that happens I know it’s time to create a new vision for my life.

What I’m doing right now is setting a two year vision for my life and just thinking about it has already rekindled the enthusiasm and spirit that were briefly missing over the last two months. Just mentioning this to my wife has invigorated her as well. Separately and then together, we are mapping out what the various areas of our lives are going to be like by the end of December 2013. We picked that date because it gave us enough time to get everything done and having that time is important to allow us to buy into and believe that it’s possible. That’s one of the keys manifesting.

The other key that has me so excited about the vision I’m creating is that it is balanced and includes all areas of my life – not just my business. I’m setting specific goals in terms of:

Health and fitness

Finances

Creative (in terms of books to write and publish)

Travel and fun!  There are trips to Europe, NFL football games, fall color tours and more

The vision includes daily, weekly, and monthly benchmarks, as well

And through it all I’m staying focused on exactly how I will feel when I’ve accomplished it all. I’ll tell you, I get excited just writing about it right now! I can’t wait to get on the phone! Over the last week I’ve woken up with a new energy and it’s the power of being pulled forward by vision.

If you’ve found yourself in a slump lately, or if you’ve detected some of the old fear creeping back into your life, then I encourage you to sit down over the upcoming holiday and write out some specific goals and to turn those goals into your vision. Read some of the books that inspire you to create the life you know you were meant to live, and share it with those who love you and whose lives will benefit from the dynamic and exciting vision you can create.

I guarantee you’ll feel better when you stop being pushed by fear and start being pulled by your vision…

If you found this article helpful, then you’ll love Mike’s NEW book of phone scripts, “The Ultimate Book of Phone Scripts.”  Get over 220 Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit:  http://www.mrinsidesales.com/booklaunch.htm and get over $400 of FREE Sales Bonuses by Jeffrey Gitomer, Tom Hopkins and more!!

Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com

The Secret to BEING Happy and Successful

Years ago I discovered a secret that has enabled me to create so much happiness and success, and the amazing thing about this secret is that it’s the exact opposite of what I had always been taught. You see, I was always told that if I wanted to BE happy or successful, then I had to Do things first that would enable me to HAVE something and then I would BE happy.

So I went about DOING a lot of the things people said I had to DO to be successful. For example when I wanted to become a Top 20% producer, my manager told me that I needed to cold call a lot, that I needed to give a lot of presentations, and that I need work harder, smarter, etc… So I did. But I didn’t become a top producer!

The reason was that the image I held in my mind was that of a bottom 80% producer who was trying to Do the things so I could HAVE the things I thought I needed to BE successful. And that image of me trying to struggle to become something I wasn’t (and that I didn’t see myself as) was the reason I wasn’t making much progress.

It was my self-image of not already BEING something (successful) that kept me from DOING the right things to BE successful. You see, I was still a pretender trying to be something that I didn’t believe I was. So I kept adlibbing it through my sales process, still wasn’t using proven techniques, and I still sent out unqualified leads, etc. So no matter how much more I DID, I remained a struggling rep still trying to get the things (to HAVE them) so I could BE successful.

It didn’t work.

And then I learned the secret. It was simple and made perfect sense, but it wasn’t that easy to do in the beginning. What I learned is that the image I have of myself, my self image or picture that I hold of myself, is what drives and ultimately determines all levels of success and happiness. And my number one priority was to first SEE myself as successful, in other words to BE successful in my thoughts and consciousness FIRST, and then I would Do (take the right actions) and HAVE success.

I learned that the way the world really works is opposite of the way I had been taught. All manifestation and results work like this: You first have to BE something in your mind (really feel it and believe you already have it) and then you imagine to HAVE the things you want and then it will be like you to automatically DO the things you need to do to get them.

And here’s how I now practice this “law of manifestation”:

1) First I identify exactly what I will feel like when I accomplish any goal I have. Exactly what it will mean to me to BE in that state of accomplishment and feeling. If my goal is to achieve a certain level of production and income, I then capture all the feelings and describe all the things I will have now that I’ve accomplished the goal. I do this in intimate and elaborate detail…

2) Then I write up an affirmation card that includes a paragraph that reinforces exactly how I’m feeling and what it’s like to BE at that level of accomplishment. I read and visualize that affirmation and imprint those feelings into my subconscious mind so that I can BE that in my mind’s eye. After a few weeks of BEING this in my mind, my self-image is changed and I have changed the picture of myself at my deepest BEING level.

3) All while this is happening, I watch myself as I begin making better decisions and as I begin getting (HAVING) different, more successful results in my life. And all this leads to me DOING things differently that support and reinforce and bring into reality the image that I now have in my mind (of how I am BEING).

The way this breaks down is that if my goal is to make more money in a month, I visualize what I feel like now that I’ve accomplished this, and then I watch as I naturally take better actions, and watch as more people, situations, and deals come into my life. I know this might sound magical and, well, it is. But it works…

If you find that you are struggling to achieve a certain result – whether it’s earn more money, get in better shape, improve a relationship, etc., then before you wait to be successful at it, why not start with the end result first? Try BEING the thing or state you are trying to accomplish first, and watch as what you HAVE begins to change and the things you begin DOING change to support that new image.

It’s how all long lasting change takes place, and it’s a lot easier than going about it the old way you may have been taught, too.

If you found this article helpful, then you will love Mike’s bestselling book on what it takes to become a Top 20% producer: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  (Recommended by Jeffrey Gitomer!)  Get a Special Offer and read about it by clicking here: http://www.mrinsidesales.com/secrets_and_CD.htm

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE Ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

The Gratitude List

Years ago I was taught a tool that helps me whenever business or life isn’t going my way. While this is a seemingly simple tool, you shouldn’t underestimate the power in it. You can use it anywhere and at anytime, and it will always work to restore your attitude and your perspective. It has the uncanny power to improve your mood and your outlook. And it always helps you generate the positive results you’re trying to achieve.

Here’s how it works:

Whenever you’re in fear (any kind of fear – financial, emotional, professional, etc.), all you have to do is make a list of 25 things you’re grateful for. I like to use a notebook myself, but I suppose a computer or smart phone would do. The point is to write down 25 things you are grateful for today.

Your gratitude list can contain many different kinds of items. Here are some of the things you may be grateful for:

Having a loving family

Having a job

Making money yesterday or last month

Having your health

Having access to fresh water

Being in a position to help others through your work

Going on a vacation or just coming back from one

Being able to spend time with your kids

Having your kids be healthy

Your ability to enjoy a good meal today

Your ability to be able to afford a meal today

Working for a company that creates or sells a great product that helps so many people

Being able to walk without pain

Being able to sleep without pain

Having a home to go to

Having access to all the technology we have

Knowing that the NFL finally starts in a month!

Having faith in God

Being blessed with good friends

Living in a country where you can do and become anything you want

Having options to completely change your life

Having access to great books, CD’s and other material to help you accomplish your goals

Having money in the bank today

Being able to read

Being free to act, think and do as you please

And so many more things.  I’m sure you could add some really great things to be grateful for in your life, couldn’t you?

Why it works:

I love writing a gratitude list whenever I’m in fear about business or money.  You see, because I’m in sales I sometimes forget that I’m not here for me and for what I can get out of it.  Rather, I’m here to offer solutions that help other sales reps and companies do their jobs better and make more money.

When things slow down and I get into fear, I can get self-centered and focus on myself.  When that happens things never go well.  It becomes hard to make calls and take action when I’m only thinking about myself and what I don’t have.

But as soon as I write a Gratitude List, something magical happens.  Suddenly I remember how full my life already is and my perspective changes.  In just a few minutes I transform my perspective, and I remember what I’m here for –  to add value to your life.

Once I’ve completed my Gratitude List, it’s easy for me to take the actions that generate business and abundance in my life – because now I’m thinking about you and how I can help you.  It’s that attitude that gives me the energy to keep prospecting.  And it’s that attitude that opens up conversations because people can sense when you’re being genuine and want to help.

Hey, sales – and life – isn’t always going to go your way.  But when you can stop and appreciate how incredibly fortunate and blessed you already are, and get restored to what your true purpose is, you’ll find that today it’s easy and even enjoyable to take the actions you need to take to help others accomplish their goals.

And when you can help enough people accomplish their goals, you’ll always exceed yours.  So the next time you’re struggling or just not feeling it, do what I do:  Write a Gratitude List.  You’ll be grateful you did.

If you found this article helpful, then you will love Mike’s bestselling book on what it takes to become a Top 20% producer: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  (Recommended by Jeffrey Gitomer!)  Get a Special Offer and read about it by clicking here: http://www.mrinsidesales.com/secrets_and_CD.htm

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE Ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com