If you have ever worked in any kind of coffee shop, retail store, or any business where you are selling a product or service to customers, chances are you have heard of up selling.

In a nutshell, up selling is when a sales person tries to get a customer to buy more through such things as upgrades or related services.  It is usually an easier process than the first sale as your customer is in a buying mood and is more likely to buy from you a subsequent time.

Up selling is something that I learned in a doughnut shop when I was younger, and when I found out that the travel agency that I was working for didn’t have their associates up sell their customers, I knew that we were leaving money on the table.

I created some ideas and scripts for the other travel agents to use to try and get their customers to spend just a little more on their trip.  For example, right now we are having a lot of success getting customers that go on a cruise to upgrade their package so that they can swim with dolphins in Grand Cayman.  Most people are thankful that we suggest the opportunity of swimming with dolphins to them, and everyone in the office has made more money from commissions this month.

But, there will be a lot more work to do before we are taking advantage of all of the up sales that we possibly can with our customers and we will have our work cut out for us until we do.

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