Upselling is an essential element of in-store tech revenue. Finding ways to engage customers and to provide value-added services can help you stand out from your local competitors. 

Your sales team is a key part of this equation. Understanding the right ways to upsell will make the most positive impression on your customers. The experts at Business.com* recently published an article detailing some key pointers for making the most of upselling efforts and increasing your sales and profitability to a surprising degree. Here are some of the highlights to keep in mind when implementing upselling strategies in your store.

1. Less Can Be More

Offering too many options to customers can be overwhelming and may lead to the loss of the initial sale as well as any additional purchases. When sales associates have a clear understanding of the devices they sell and how they can be combined with cables, storage solutions, peripherals, and other items, they can make the most relevant and appropriate recommendations to customers.

Don’t forget that services like extended warranties and damage protection plans may also count in the number of items being offered as upsells to your customer. By limiting these efforts to three items or less, you can avoid overloading customers with too many choices and can ensure the most positive response when offering value-added products and services.

2. Upsell by Default

Rather than trying to upsell customers at the point of sale, creating bundles that include the most popular accessories for your products can take the work and worry out of the upselling process. Cables, chargers, and connectors are among the most popular items to include in these packages. By bundling popular items with the accessories and connectors needed to get the most from them, you allow your customers to sell themselves on the benefits of these items.

Bundling also provides another advantage for your store. Some customers prefer to avoid or minimize contact with sales staff in the brick-and-mortar environment. By presenting upselling options that require no direct interaction, you can accommodate these types of customers more easily. This can add up to increased sales and an improved reputation among all your customers.

3. Upgrading the Purchase

Another way to increase profitability is for sales associates to suggest an upgraded item with added functionality. If a customer seems certain of his or her chosen item, this strategy may be counterproductive. In cases where the customer may not be fully aware of the available options and benefits of upgrading, however, upselling to an improved model can enhance the experience for the end user and can result in increased sales and profitability for your store.

In PCs, a relatively small investment in extra RAM or increased speed can transform the experience for casual gamers, Web surfers, and those who use a single PC for both work and personal needs. Sales associates who are adept at uncovering the customer’s needs have a better chance of getting customers to upgrade to a premium device.

Many marketing experts recommend not suggesting items that add more than 25 percent to the cost of the original item because of potential budget constraints; however, within this limitation, it may be possible to provide added options for undecided customers.

4. Training Is Fundamental

To upsell effectively, your sales staff must maintain a solid working knowledge of the products you sell and the compatible accessories for each item. This may require extensive and targeted training to ensure that your sales associates know which accessories are designed for which products in your lineup. 

The Intel® Retail Edge Program can provide the knowledge and expertise your sales associates need to upsell products and technologies in your retail stores. This free and easy-to-use program is specifically designed to deliver the most useful information and to provide your sales staff with the tools they need to succeed. Best of all, your employees can earn incentives and rewards for their participation. By encouraging your staff to take advantage of this opportunity, you can enhance their customer service skills for greater profitability in your brick-and-mortar locations.

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* Other names and brands may be claimed as the property of others.

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