money matters
of what my options and opportunities
are. in fact, it’s why i’m there. i may or
may not take you up on it today, but
either way, it’s not personal. Let me
know so that i can make the decision.
Please.
now for some secret sauce: if you
wait until the end of the service or
product demo to try your upsell, it may
feel forced. So, before you begin your
service or demo, set the expectation
that an offer will come at the end and
that they are welcome to accept or
decline it.
here is an example: “i’m excited to
show you what this product can do.
Before i do that, do i have your
permission to extend a special offer to
you at the end of the service if you
decide this product is a good fit for
you?”
Soft. Easy. upfront. and guess
what they will say? “yes! That would
be great!” By asking them now, you’ve
already primed them to say “yes”
later.
Let someone know in advance what
happens at the end, whether your
sales process is two minutes or two
years. it eases the pressure for them,
and, most importantly, for you.
now, here’s how you blow your
sales results out of the water. With a
strong sales mindset and a proven
technique it is time to be in massive
motion. if you have an aversion to
upselling and don’t do it ever, set
concrete goals and take it step-by-step.
for example, just start with one upsell
a day. When that starts to feel easier,
“As a spa professional, it’s your job to
inform me of what my options and
opportunities are. In fact, it’s why I’m
there… Let me know so that I can
make the decision.”
amp it up and make an offer to
everyone. When you do that
consistently you can’t help but to get
more customers who say “yes.”
People want what you have to
offer. offer it to everyone in a way that
is respectful of the relationship and
gives them an opportunity to say “yes”
to you.
you may be surprised how much
you start to enjoy allowing people to
buy. n
merit gest, csp is a frequent iSPA presenter, keynote speaker, author and creator of The Merit Method: 3-Day
intensive for a Lifetime of Sales Mastery. you can learn more at 3day.meritmethod.com. To book Merit for your
sales event or to train your team, email [email protected].
54
PULSE
■
APriL 2019