PPB October 2018

P romotional products salespeople are, for themost part, eager to get the order and run. But by asking a few additional questions, they can gain additional sales and, ultimately, earnmassive profits. By keeping the right upselling questions in your back pocket and using them, you will see a significant increase in your business and your profitability. If you’ve heard my presentations at industry events, you knowmy mantra is: “Sales feed egos and profits feed families.” I encourage you to embrace this mantra as well. It sets the tone for this article because while upselling is about increasing sales, it is first about increasing profitability. The Value Of Upselling Look at the big picture and you’ll see that upselling can result in increased dollars for you, but it can also have a positive impact on your clients by helping them to increase their sales, gather data, secure feedback, promote brand awareness, and leverage and elevate their respective brands. A Case For Suggestive Selling Let’s look for a moment at McDonald’s Corporation. Many years ago, the impetus for developing an upsell initiative for my business came while sitting in a McDonald’s restaurant in Dallas, before a PPAI show. While there, I watched various members of the counter crew robotically go through the motions of taking orders: burger, fries and Coke; burger, fries and Coke. But I watched one team member ask every customer, “Would you care to super-size Selling value-added products and services is your ticket to greater profitability. by Cliff Quicksell, MAS+ Explosive Upselling 58 | OCTOBER 2018 | GROW