Article: The surest upsell is to offer additional related items for something a customer is already purchasing. If the customer is buying the first book in the Narnia series, suggest the second as well: "When you finish that, trust me, you're going to want to start right in on the second. I could hardly wait!" You might also suggest things like bookmarks, or other related items. Consider the things you would want if you were the customer making this purchase - if you bought a camera, you would want to buy an extra battery, a case to carry it in, extra flash card and a card reader so you could get your pictures off to your computer, all the things necessary to create the best possible experience with the product. In a wholesale setting, try to find out everything you can about the customer's business and offer other related products. Appeal to most wholesalers desire to simplify and give them the option to get everything they need from one place--your place. Not all products are equal, and especially in the sale of higher-end items, it's good to guide the customer through different features, highlighting the benefits of more-expensive items. Even with books, you might consider selling the Narnia customer on the full box-set of books, with detailed pictures and maps in a handsome box. Make it practical for the customer. If you're trying to sell a college student on a computer, they're likely interested in something with a good video card, something durable and lightweight, something with a good warranty. An expensive, but on-sale desktop with a super-high amount of RAM probably isn't a smart upsell, even if the features are, in your opinion, "better" if the customer clearly wants a laptop. In a wholesale setting, you might consider different size orders that would give the customer the same product at a better deal. Bulk items generally come with a benefit, so it's a good idea to highlight the long-term price benefit in making the bigger buy now instead of waiting to come back for more. What's the difference between the paperback Narnia and the three-times as expensive hardback edition? The story's the same, right? Of what benefit is the "fancier" more high-quality version of the same product. It may have to do with features, but quality really has more to do with prestige. Selling quality means selling durability, craftsmanship, and style: "This is a book you're going to want to hang on to, probably read again. That paperback's going to fall apart, which is why it's so cheap, and the words are so close together it'd give me a headache. I'd go for this copy, myself. The illustrations are so beautiful, and it looks so great on the shelf." Highlight at least three price ranges of options for the customer trying to make a decision. On their own, a customer will likely go for the option they perceive to have the most value. Without understanding the features, however, this likely means that the customer will go for the cheapest option. If you make a good case for all the options, you've at least given them the opportunity to make a more informed choice, which means they're likely to spend a bit more because you've helped them become more informed. Highlight the features, don't highlight the price. Make the most attractive thing in the transaction some aspect of the item, not the difference in the price tag. In a retail setting, put the item in the customer's hand. Pick the items up and hand them to the customer, letting them feel, examine, and enjoy while you describe the features and the benefits of making the additional purchase. Once something is in hand, it's a lot harder psychologically for the customer to walk out without anything. In a phone sale, clearly distinguish between different options to make it easier on the customer. Listen to their questions and help to distinguish between the different levels of quality, offering friendly advice to get them the best deal. Description will make the sale.
What is a summary of what this article is about?
Upsell accessories. Upsell features. Upsell quality. Be specific and offer a variety of options. Make the items real.