USE THIS SCRIPT TO UPSELL YOUR CUSTOMERS LIKE CRAZY

By Jay Abraham



Say to prospects, "My company will allow me to upgrade you to the
superior service or package of services for only a nominal amount more
than the good basic service you chose originally. Instead of having
to pay two times more to move from our basic to our superior service,
I can upgrade you or add it on for a modest amount more." (At this
point you specify what the amount is.)


The trick in the upsell is your script. It acknowledges the prudent
decision the customer or client has made and is about to sign off on. 
It then alerts them to the fact that since they've already decided
they want that result, they probably would have an even greater
appreciation for the superior result - which you can give them for 
only a modest amount more!


A word of Caution: an "upsell" will backfire on you and breed
resentment if your customers perceive it as only crass bait-and-switch
strategy. To avoid that pitfall, halt the upsell whenever a customer
or client shows by words, gesture or expression that they have serious
reservations about upgrading. At that point, you should put them at
ease and start talking again about the high value in their first
purchase choice.


In any selling, your first objective should be to remove prospect
resistance. There are a number of massively effective ways to do
that. Each of the techniques is ethical, each is beneficial to
customers and clients - and each is non-manipulative.


Risk Reversal: Here, you (as seller) assume most or all the risk in a
transaction and your customer assumes none of it. The textbook example 
of risk reversal is the 100% guarantee of a full refund with no 
questions asked. It's a wonderful way to sweep away buyer doubt or
hesitation.


I believe strongly in "reversing the risk" and, as some readers know
from firsthand experience, I use the technique at my business-building
seminars. If a seminar attendee doesn't find solid value by the second 
day of a three-day seminar, I refund their money.


Two Step Selling: Again, the object is to neutralize or remove customer 
doubt. Two-step selling does that, because in a Two Step you offer 
your prospects something of clear value, free of charge. The free item 
could be a free information document, a free lesson, a free trial of 
something or (if you're a physician) even free flu shots!


Both techniques - risk reversal and two-step selling - establish you
as a seller who can be trusted and one who is trying to add genuine
value and advantage to a customer's life.


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This resource is (c) 1996 by Jay Abraham, a renowned marketing expert,
and is taken from the "Jay Abraham's Business Breakthroughs" newsletter.