Sales: Leaving Money on the Table

Good ole Sales training will tell you leaving money on the table is the last thing you do.

You go for every dollar and up-sell them every step along the way.

Great Philosophy to becoming a get rich quick sales person, but unfortunately it does not build trust nor longevity with customers.


As I mention a lot, the market really has changed consumers buying behavior and that must be recognized in the sales process. Asking for every penny upfront is a big...

"NO NO" 

The typically Consumer(there are the exceptions) are automatically turned off unless money is no object to that person. 

Many times if you present your product/service and gradually drop notions of your other products/services... Eventually the consumer will want to learn more about those services

NOW ITS TIME TO UP-SELL....

Much like fishing, you have the fish interested, now you must decide if you can hook them and possibly hook them onto more then they originally came in for.

Bring out your best stuff once the consumer lets you know.. What is this product you keep talking about?

Much like fishing, your getting a bite. Don't yank on the rod, simply feed them some lines and gauge the level of interest. 

Some will pull back and some will bite some more. 

If you don't listen in on any other time...

NOW IS THE TIME TO LISTEN

So now you have 2 routes to take:

1) If they pull back, then back off the up-sell (you still want them to purchase the initial product)

2) If they bite so more, then give them and show them the whole enchilada

As you can see, there will be times you will have to leave money on the table, because that same guy who did not want to hear about your additional products/services..

Guess what? A few weeks possibly months later, they may want to learn more about those products. 

Adapt to your clients and listen to them tell you what they want (some will come out and say it or some will show you in body language)

Happy Selling!!! 

Check out my neighbor site: http://www.insidersports.net/

Anthony F.