Stop Upselling & Start Upserving
How to Grow Your Business With Better Service Instead of Just Bigger Sales
“Would you like fries with that?”
The term “upselling” has been around for a while. In his book, To Sell Is Human, Daniel Pink advises that “Anytime you’re tempted to upsell someone else, stop what you’re doing and upserve instead.” This speaks to the most basic principle of business, that continuously making other people’s lives better is the key to sustained success.
The most important thing in business is how customers feel after the transaction.
So instead of upselling, start upserving.
1. Identify what product, service or solution the customer wants.
2. Consider other ways to meet the customer’s needs that might be better for them.
3. Advocate on their behalf, rather than on behalf of your sales goals.
4. Finally, deliver on your promise.
This is the way of next level businesses.
It’s how they sustain, how they grow and how they beat the competition. Build your business by what you give rather than by what you take. It’s the best way to ensure long term success.