5 CARA MENGUBAH KUNJUNGAN (VISITS) MENJADI TRANSAKSI (SALES) PART 2

Summary

This video provides essential techniques for effective upselling, focusing on creative point-of-purchase (POP) displays, cross-selling complementary products, and encouraging customers to choose higher-quality options. The speaker emphasizes the importance of product knowledge, salesmanship, and communication skills, highlighting how understanding customer needs and providing expert advice can drive sales. By incorporating modern sales strategies and leveraging customer emotions, businesses can enhance their selling techniques and boost revenue. The video also stresses the value of creating engaging displays and offering valuable product suggestions to customers.

Takeaways

• 😀 Upselling encourages customers to purchase higher-quality, more expensive products by highlighting their superior features and benefits.
• 😀 POP (Point of Purchase) materials can be used creatively to actively or passively encourage customers to consider additional purchases, such as accessories or complementary items.
• 😀 Cross-selling involves displaying complementary products together, suggesting natural pairings that enhance the customer's experience with the main product.
• 😀 Upselling can be achieved by presenting options as 'good,' 'better,' and 'best,' subtly guiding customers toward more premium products.
• 😀 It's important to position the higher-priced products as superior in quality, with messages indicating better features, durability, and extended warranties.
• 😀 The key to successful upselling is understanding the customer's needs and offering advice that helps them make informed decisions, not just pushing higher-priced products.
• 😀 Product knowledge is essential for successful sales, especially for tech and IoT-based products where understanding features and compatibility is critical.
• 😀 Salespeople should act as advisors, providing personalized guidance and explanations about products to help customers feel confident in their purchase choices.
• 😀 Using creative POP displays can help customers visualize completing their purchases, like pairing a dress with accessories or a food product with recipe suggestions.
• 😀 Successful upselling and cross-selling require a deep understanding of customer preferences and current trends, such as the desire for stylish, high-quality cooking appliances.
• 😀 Salespeople should be confident in their communication skills and product knowledge to effectively sell and recommend the best products for the customer.

Q & A

What is the main goal of upselling in sales?

The main goal of upselling is to encourage customers to purchase higher-quality, more expensive products, thus increasing the value of their purchase.

How can creative Point of Purchase (POP) materials help in upselling?

Creative POP materials can attract customer attention by offering additional product suggestions and creative messaging, such as highlighting the benefits of a more premium product or complementing their current purchase.

Can you give an example of how to use POP effectively in fashion sales?

In fashion, POP can be used to display a complete look, such as pairing a scarf with a shirt and jeans, and suggesting how these items can elevate the customer's appearance.

What is cross-selling, and how does it work in sales?

Cross-selling is the practice of suggesting complementary products to customers, increasing the likelihood that they will purchase additional items that enhance their original selection, like pairing spices with noodles.

How does cross-selling differ from upselling?

While upselling encourages customers to buy higher-end products, cross-selling focuses on suggesting additional, complementary items that enhance the customer's experience with their initial purchase.

What are some effective ways to position products for upselling?

Effective upselling involves positioning products as 'Good,' 'Better,' and 'Best,' emphasizing the higher quality and added benefits of the premium options, like longer warranties or superior features.

How can salespeople encourage customers to opt for more expensive products?

Salespeople can use strategic messaging that highlights the benefits of higher-end products, such as durability, better quality, and additional features, thus appealing to the customer's desire for value and satisfaction.

Why is product knowledge crucial for successful upselling and cross-selling?

Product knowledge is essential because it enables salespeople to understand the features, benefits, and differences between products, allowing them to advise customers more effectively and guide them to the best choice.

What role does salesmanship play in upselling and cross-selling?

Salesmanship is vital because it involves building confidence, understanding customer needs, and effectively communicating product benefits, which can lead to increased sales and more successful upselling or cross-selling.

How can a salesperson act as an advisor rather than just a promoter?

A salesperson can act as an advisor by offering personalized advice, providing in-depth product knowledge, and guiding customers through their decision-making process to help them make the best purchase based on their needs.