How do you handle competition or comparison from other products or services when up-selling?

Know what differentiates you from your competition, and highlight those qualities. Put yourself in your client’s shoes- they hear similar pitches from your competitors every day. What is going to stop them from zoning out or clicking “unsubscribe”? Choose three compelling reasons why your solution stands out from your competition, and incorporate that into your marketing and sales pitches. It’s important to understand what makes your offer unique. Similarly, know what makes your client unique.

Na minha experiência, o up-selling trabalha com o desejo e também necessidade de compra premium dos clientes. Aqui, o cliente paga um pouco mais, mas recebe um produto ou serviço com mais recursos ou de maior qualidade. Um exemplo clássico é quando um cliente de TV por assinatura adiciona mais canais ao seu contrato, pagando um valor extra por esse upgrade. Demonstre o Valor: Explique como o investimento adicional vale a pena em termos de benefícios a longo prazo. Use exemplos concretos e casos de sucesso para ilustrar o valor agregado.

Conocer mi empresa, conocer mi producto, conocer mis ventajas y desventajas con respecto con la competencia harán que pueda comunicar y resaltar nuestras virtudes en favor de cerrar mis ventas

When facing competition during an upsell, focus on highlighting your unique value: 1. Know Your Value Proposition: Clearly define what makes your product or service stand out. Focus on how it solves your customer’s problem better than others. 2. Communicate Effectively: Use simple and relatable language to make your case. Share examples that resonate with your audience and address their specific needs. 3. Stay Confident: Confidence in your offering reassures customers that they’re making the right choice.

- Show unique value: Highlight what makes your offer stand out. - Focus on benefits: Emphasize how it improves the customer’s experience. - Use social proof: Share success stories and testimonials for credibility. - Bundle smartly: Create packages offering more value than competitors. - Leverage AI: Personalize upsells based on customer preferences. - Stay transparent: Clearly explain why your product is the best choice. - Engage with storytelling: Make upgrades feel essential, not just optional. - Compare strategically: Highlight strengths without direct negative comparisons. - Ensure a smooth process: Make the upsell intuitive, not pushy. - Use limited-time offers: Create urgency for quick decisions.

Listening is an underrated sales skill. Be interested. The more you listen, the better you can serve your customer. Traditional sales wisdom puts a lot of emphasis on discovery- finding out your clients pain points, and tailoring your pitch accordingly. This can be extremely valuable, but it’s not suitable for every customer. A lot of people honestly don’t know what they want or need. Reframe pitching and focus instead on teaching. Do you see a blind spot where your client could use help? Help them. Don’t assume your client knows what you know. Present them with credible research and data to back up your claims. Ask them questions that help them reveal their blind spots on their own. Then, help them solve those problems.

Recent studies have found high performing Salespeople have almost 20% more conversation switches when speaking with clients. This is partially because they ask almost 40% more questions than core performing reps (on average). This plays directly into the advise about Listening more. This is because after asking open ended questions (questions that start with who, what, where, etc. And cant be answered with just a Yes or No) top performers incorporate what they were just told is unique/important into their value proposition.

When upselling, the key is to focus on your customer’s needs and goals: 1. Understand Their Pain Points: Don’t just push your product; connect it to their challenges and show how it can solve their problems. 2. Be Empathetic: Listen to their concerns and questions. Address them honestly, building trust and credibility. 3. Show the Benefits: Make it clear how the upsell will help them achieve their goals.

Según mi experiencia la habilidad de saber escuchar al cliente es un porcentaje muy alto para lograr el cierre de la venta, además el cliente toma una posición más cómoda ante el contacto con nosotros generando una relación más fluida y cercana más allá de la negociación

Paint the picture for your customer of what life will look like down the line with and without the upsell. Explore what the outcomes might be in 3 months, 6 months, or a year. Consider the ripple effect these different outcomes will have on the customer long term.

La venta debe ser una solución para el cliente, ya sea por necesidad, mejora, economía, status, modernidad, etc. Un vendedor debe saber escuchar a su cliente y utilizar la herramienta disponible

When upselling, focus on what truly matters to the customer—the benefits and value they’ll receive: 1. Highlight the Impact: Show how your upsell will improve their experience, solve their problems, or make their life easier. 2. Use Testimonials and Stories: Share real examples that demonstrate the positive outcomes others have experienced with your upsell. 3. Avoid Price and Features: Emphasizing price or technical features can lead to unnecessary comparisons. Instead, create urgency by focusing on the unique value you provide.

When upselling, position your offer as a solution rather than just another sales pitch: 1. Present it as Essential: Frame your upsell as a necessary solution that addresses the customer’s problem or enhances their experience, not just an extra option. 2. Differentiate It: Clearly explain why your upsell is superior to other alternatives, emphasizing its unique value. 3. Create Urgency: Highlight why it’s worth the investment now, making the customer feel confident in their decision.

Remember, teach your customers. Don’t assume they know what you know. If you can effectively teach them something that helps them, you will earn their trust and their business. Consider a kid that doesn’t realize they need glasses- they’re struggling to read street signs, getting headaches, but they just assume it’s a part of life. When they put on glasses for the first time, suddenly they can make out individual leaves on trees, their friends’ faces across the room, and their headaches go away. Help your customers see clearly. Building trust will create more revenue in the long term. We buy from people we trust. Trust is built over time, with consistency, integrity, and by doing what we say we’re going to do, and doing it well.

Nuevamente el saber escuchar indica la orientación para lograr el objetivo de vender, el cliente tiene necesidades que debemos descubrir y utilizar para lograr el objetivo

Listening is one of the most important things we can do, when we're trying to upsell to people. A lot of the time people's knowledge of what you can do and what you offer is minimal, and it's only when we truly listen to their needs and wants to know what we can do to help them, so if they're telling us they have a problem, and we HAVE the solution, we should be giving it to them, we're doing them a disservice by not, as there is MORE we can do for them! So never be afraid to talk to people about additional products and services you offer.

People don’t always realize they need what you’re selling. If you’re solving a real problem, and providing value, then you’re doing your customer a service by selling to them. Show people that you want to help, that you can help, and then prove it. People don’t want to listen to buzzwords and scripts. People want value, and they want to feel valued. Provide value not only in what you sell and upsell, but in your pitch itself. Provide value in your brand's newsletter, on social media, and on your website. Educate your customer, provide solutions (for free) and over time they will learn to trust you and your recommendations.

Don't look to upsell in the same call as gaining feedback, would be my advice. If you do this, it seems like you only care about getting more money. Instead, gain their feedback, and come back a week later, saying you've been 'dwelling on what you said, and just wanted to run something by them', and then you can jump straight into your upsell pitch here, whilst maintaining the relationship.