Upsell or Resell you choose !

I hear in almost every sales conversation, the importance of UpSell! Sales staff are targeted on the additional sales that they make and rewarded for the extra cash that they extract from each customer. Whilst for some this approach I am sure is very successful, my belief is the salesman who is hungry for the extra revenue, is often putting the sale, before the customer.

However, those businesses who aim to develop a ReSell approach succeed by putting the customer first ensuring that the customer comes back time and time again, creating a pool of Happy customers who not only become loyal, but also become your best form of Marketing.

It is the context which separates the high pressure UpSell salesperson from the Customer focused ReSell approach. The UpSell salesperson will look at the customer and see what can be done to sell as much as possible to the customer. The ReSell approach will recognise that the customer has a problem that needs solving and will work out the best way to do just that.

The result is quite often the same however the ReSell customer is more likely to return and significantly more likely to recommend you and your business to their family and friends

Customers can feel the difference and really do appreciate the ReSell approach, so those who say that “There is no loyalty from customers nowadays” should ask themselves what approach are they taking to sell to their customers?