Mastering the Upsell
How to Sell More to Existing Customers. Remote Selling Series
February 19th, August 13th.
- Increased difficulty differentiating your product or service in the marketplace.
- More decision-makers (DM) involved in the buying process. Some studies put the number of DMs at 11 in a B2B complex sale.
It’s time for a SHIFT in THINKING. Upselling is the NEW Prospecting!
The fastest way to revenue growth is not finding new business, but rather by selling to your existing customer base! One study shows that a company can increase its annual sales/revenues up to 30% by simply selling to its existing customers. According to Marketing Metrics, the probability of converting (selling) an EXISTING customer is 60% to 70% while the probability of converting a NEW prospect, on the other hand, is only 5% to 20%.
What You'll Learn:
- 4 Levers of Revenue Growth.
- How to shift your sales team’s attention to upselling and cross-selling.
- How to engage the buyer in upsell conversations.
- How to anchor and ‘seed’ a conversation with upselling in mind.
- Conditioning your client to ask about other products or services
- The critical skills needed to position high-price options.
- How do you build trust and credibility while upsetting a customer?
- How to use proven neuroscience to upsell more easily.
- Leveraging ‘decoys’ in your price structure.
- Why Client Acquisition Cost (CAC) and Customer Lifetime Value (CLV) matter more than an immediate sale.
- 20 Upsell Phrases to help you increase the average deal size.
16 Upselling and Cross-Selling Strategies:
- Upselling Strategy 1: Freemium
- Upselling Strategy 2: Multiple Options
- Upselling Strategy 3: Decoys
- Upselling Strategy 4: Endowment
- Upselling Strategy 5: Decision Fatigue
- Upselling Strategy 6: Down-Sell to Upsell
- Upselling Strategy 7: Below-At-Above
- Upselling Strategy 8: In Return Upsell
- Upselling Strategy 9: Eyes Have It
- Upselling Strategy 10: Funnels and Ladder
- Upselling Strategy 11: Reframing Value
- Upselling Strategy 12: Utilization Rate
- Upselling Strategy 13: Make it a Process
- Upselling Strategy 14: Phrases + Why
- Upselling Strategy 15: Mine Your Losses
- Upselling Strategy 16: Compensate the Upsell
High- Impact Training From Victor Antonio
After building a successful 20-year career as a top sales executive, Victor Antonio became a globally sought-after sales speaker and trainer.
With over 192,000 Youtube subscribers and over 3 million podcast downloads, Victor knows how to engage an audience virtually; learn from the master!
Learn what works, but more importantly, learn what doesn’t work!