Jeffrey Answers A Question On Upselling A Credit Card Customer | Sales Tips

Описание: Jeffrey,

I work for the number 1 credit card company in the world. I talk to small business card members everyday. I talk to a lot of members who would benefit by upgrading to our second-best card (the number 1 card is an invite card through a specific channel.) If you were a business card member I was calling, what could I say that would make you interested in hearing why an upgrade would benefit you.

Answer: This is a classic case of up-selling. What you're trying to do is take me from a customer where I am right now and get me to move up to what you perceive is a better product at a higher rate. What I have to understand is what's the difference in value between what you're telling me and where I am right now. Why do I benefit from, how do I profit from, why am I more productive from, taking the next step? It's the same in your business. Any business in the whole wide world has an upgrade. If you don't, you're a fool. But what you need to share with me is, how do I win by taking the upgrade? Don't just tell me what the added value is. I don't want to know the added value. I want to know the profit. I want to know the productivity. And I want you to understand why I bought from you in the first place. If you understand all that, then your entire presentation should be about how I win. Not that the card's accepted in 28 more places, I don't care about that. Tell me how I win. When I win, you win.






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