Tags |
|
|
Links |
|
|
Digg It - Where Sales Meets Service: Up-Selling and Cross-Selling Made Fun & Easy!
While navigating an online bookstore I came across the James Frey book popularized by Oprah's book club: A Million Little Pieces. As I read about this book I was informed that "readers who bought A Million Little Pieces also bought the books Lies My President Told Me and P
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
inocchio." Folks, I was being cross-sold, yet I wasn't cross about it.
The reality of business is that customers want to be sold. They love to buy for their own reasons. Not manipulatively bombarded with sales pitches or indiscriminately pressured with endless offerings, but intelligently in
The reality of business is that customers want to be sold. They love to buy for their own reasons. Not manipulatively bombarded with sales pitches or indiscriminately pressured with endless offerings, but intelligently in
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
ormed, guided and suggested with related, logical and natural purchases that further
their goals.
Up-selling and cross-selling are two sales techniques used by professional sales and service staffs to increase sales. Are you making the most of your suggestive selling?
UP with Selling
Up-selling and cross-selling are two sales techniques used by professional sales and service staffs to increase sales. Are you making the most of your suggestive selling?
UP with Selling
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
Up-selling refers to situations where your customer buys a product or service, and you encourage them to spend more for additional features or packages. They are upping the amount they are spending, albeit for more or better services or products.
Consider the customer seeking a point-of-s
Consider the customer seeking a point-of-s
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
le solution for handling charge cards, yet opts to purchase a deluxe POS model for more money when learning of additional capabilities, security and flexibility.
You are shopping for a bare-bones SUV. The salesperson infoms you soccer moms tell him they love having the model with the DVD player
You are shopping for a bare-bones SUV. The salesperson infoms you soccer moms tell him they love having the model with the DVD player
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
n the backseat for the kids. Thus you buy that model with a fancy video system and then extended warranty too.
Sales Crossing Ahead
Cross Selling refers to situations where a customer buys a product or service, and is simultaneously sold related items that often complement their
Sales Crossing Ahead
Cross Selling refers to situations where a customer buys a product or service, and is simultaneously sold related items that often complement their
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
purchase.
For example: A customer buys a computer and is then sold training in a bundle.
Ditto when a man buys a suit and is then offered a color coordinated silk tie and dress shirt to go with it.
While we think of these as advanced sales techniques, they are actually rooted in the power of s
For example: A customer buys a computer and is then sold training in a bundle.
Ditto when a man buys a suit and is then offered a color coordinated silk tie and dress shirt to go with it.
While we think of these as advanced sales techniques, they are actually rooted in the power of s
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
ggestion.
People, once they've decided to buy, are naturally swayed by more and better options, additional value, and the excitement following their initial purchase. Many customers don't know about additional items or options, or how well they complement the initial item they bought. Up-selling
People, once they've decided to buy, are naturally swayed by more and better options, additional value, and the excitement following their initial purchase. Many customers don't know about additional items or options, or how well they complement the initial item they bought. Up-selling
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
enhances their initial purchase, making them more powerful, capable and effective. Cross-selling similarly enhances their purchase, often maximizing its impact on their business.
Suggestive Selling Salient In Our Lives
Quite frankly, we've been up-sold and cross-sold every day. And it's
Suggestive Selling Salient In Our Lives
Quite frankly, we've been up-sold and cross-sold every day. And it's
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
ot necessarily a manipulative process.
Consider the following examples:
* "Would you like fries with that order?"
* "For just 49 cents we can super-size that for you."
* "When you buy 2 you get 1 Free!"
* "Would you like to purchase our extended warranty coverage on this? It's only...."
I'v
Consider the following examples:
* "Would you like fries with that order?"
* "For just 49 cents we can super-size that for you."
* "When you buy 2 you get 1 Free!"
* "Would you like to purchase our extended warranty coverage on this? It's only...."
I'v
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
worked with customer service staffs afraid to sell, others who felt it was manipulative and smarmy to sell. Yet here's a secret: It's really a form of service!
True professionals are sincerely interested in bridging the gap and delivering great results.
Service Through Sales
When you
True professionals are sincerely interested in bridging the gap and delivering great results.
Service Through Sales
When you
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
up-sell and cross-sell:
* You are making informed suggestions as a knowledgeable rep
* You are apprising customers of options they may not be aware of
* You are often anticipating future needs
* It's a way to further help your customer…to be more powerful, to enjoy more benefits, to maximize
* You are making informed suggestions as a knowledgeable rep
* You are apprising customers of options they may not be aware of
* You are often anticipating future needs
* It's a way to further help your customer…to be more powerful, to enjoy more benefits, to maximize
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
he usefulness of the products or services they’re acquiring.
Remember this, when you are the rep who is selling and serving:
* You are in the business of solving problems, generating solutions and making customers happy, or even happier.
* You are the subject matter expert when it comes to the
Remember this, when you are the rep who is selling and serving:
* You are in the business of solving problems, generating solutions and making customers happy, or even happier.
* You are the subject matter expert when it comes to the
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
products and services you are representing.
* You are apprising customers of options they may not be aware of
* To the extent you listen and understand the situation of your clients, customers or constituents, you are ideally suited to provide solutions, recommendations and remedies.
* To with
* You are apprising customers of options they may not be aware of
* To the extent you listen and understand the situation of your clients, customers or constituents, you are ideally suited to provide solutions, recommendations and remedies.
* To with
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
old this from others would be selfish, and poor service.
* Any time you can fulfill more needs, address more issues or solve more problems you are easing your client's /customer's life. After all, they already trust you, like you, and are doing business with you.
So, how does one UPSELL or CROS
* Any time you can fulfill more needs, address more issues or solve more problems you are easing your client's /customer's life. After all, they already trust you, like you, and are doing business with you.
So, how does one UPSELL or CROS
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
-SELL? It's easy.
When You Play Bridge...You Avoid Leaving Money on the Table
After you've completed the initial transaction or gotten the initial indication your customer wants to buy, you can then bridge to the Up- or Cross–Sell:
Mr. Rhorbach, while I have you on the line…were you awa
When You Play Bridge...You Avoid Leaving Money on the Table
After you've completed the initial transaction or gotten the initial indication your customer wants to buy, you can then bridge to the Up- or Cross–Sell:
Mr. Rhorbach, while I have you on the line…were you awa
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
re you can work in multiple advanced speech manuals at the same time?
Oh, by the way Ms. Kitchel, did you know…that the book you bought for new hire also has a companion CD for just $9 more?
Mr. Young, I'd like to take a moment to…inform you of a new nationwide program just for bu
Oh, by the way Ms. Kitchel, did you know…that the book you bought for new hire also has a companion CD for just $9 more?
Mr. Young, I'd like to take a moment to…inform you of a new nationwide program just for bu
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
inesses such as yours…
Incidentally…were you aware that you are 2/3's of the way toward qualifying for a discount on shipping of your office supplies?
Using BRIDGE statements allows you to transition from your initial sale to up-sells and cross-sells.
Pairing Your Products; String Yo
Incidentally…were you aware that you are 2/3's of the way toward qualifying for a discount on shipping of your office supplies?
Using BRIDGE statements allows you to transition from your initial sale to up-sells and cross-sells.
Pairing Your Products; String Yo
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
r Services Together
Look anew at the offerings you're selling. For each, what is an up-sell? What can you cross-sell with it? Make sure your salespeople know the migration paths so they can suggestively up- and cross-sell with ease.
In closing, I'd like to thank you for your engagement with
Look anew at the offerings you're selling. For each, what is an up-sell? What can you cross-sell with it? Make sure your salespeople know the migration paths so they can suggestively up- and cross-sell with ease.
In closing, I'd like to thank you for your engagement with
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
this material. Before concluding, could I interest any of you in a related article on up-selling and cross-selling? Perhaps you'd prefer a training course on suggestive selling? Shall I customize that for you? Consider yourself super-sized!
As Clint Eastwood would say: "For A Few Dollars More...
As Clint Eastwood would say: "For A Few Dollars More...
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/36255/diggit-Where-Sales-Meets-Service-UpSelling-and-CrossSelling-Made-Fun--Easy.html">Where Sales Meets Service: Up-Selling and Cross-Selling Made Fun & Easy!</a>
BB link (for phorums):
[url=http://www.diggit.org.ua/article/36255/diggit-Where-Sales-Meets-Service-UpSelling-and-CrossSelling-Made-Fun--Easy.html]Where Sales Meets Service: Up-Selling and Cross-Selling Made Fun & Easy![/url]
Related Articles:
Choosing A Payroll Accounting Software For Small Business
Pharmaceutical Sales Careers for Business Degree Graduates
Want to Increase Web Site Traffic? Read Our Review of Adtomic Ad Blaster
Bookmark it:
|