Upselling Your Products
01/30/24 • 13 min
"If you understand how it benefits a customer and you get to know your customers, then you can promote or upsell products that are a good fit for them because you know them."
Key Moments
02:21 Employee motivation for cross selling.
04:36 Importance of understanding, rehearsing, and training for product sales.
07:12 Promote products by understanding and educating customers.
12:19 Cockrell Academy is shifting to individual courses.
Resources
Upselling Your Products
It takes a clear understanding of your customer to encourage and motivate employees to upsell products and services through service.
Providing thorough education on the products and services offered will empower your team. Once they understand what they are selling, they will be able to confidently engage with customers and understand the value of each offering. When employees understand the benefits of a product or service, they can effectively communicate how it can serve the customer's needs.
Offer solutions, Nnot just sales. Encouraging a mindset of offering solutions rather than just making a sale can significantly impact how employees approach upselling. By focusing on how a product or service can benefit the customer, employees are more likely to authentically promote offerings that are genuinely valuable to the customer.
Embrace personalization of your product or srevice. The power of personal touch cannot be overstated. Whether in a traditional business or in a digital environment, personalized interactions resonate with customers. Personalized outreach and product recommendations can effectively capture a customer's attention and convey genuine care, enhancing the upselling process.
It wouldn't be right to talk about knowing what your customer wants without sharing an exciting update that we are revamping the Cockrell Academy. All our courses available for individual purchase. Whether you're interested in mastering time management, honing leadership skills, or elevating customer service, you'll soon have the opportunity to access our wide range of courses on-demand.
Make sure to listen to this episode in full to hear more on upselling your products. And if you want to plan a vacation, make sure you reach out to Magical Vacation Planners. They get to know their customers so much that they know exactly what experiences you'd love. You can reach them at 407-442-2694.
"If you understand how it benefits a customer and you get to know your customers, then you can promote or upsell products that are a good fit for them because you know them."
Key Moments
02:21 Employee motivation for cross selling.
04:36 Importance of understanding, rehearsing, and training for product sales.
07:12 Promote products by understanding and educating customers.
12:19 Cockrell Academy is shifting to individual courses.
Resources
Upselling Your Products
It takes a clear understanding of your customer to encourage and motivate employees to upsell products and services through service.
Providing thorough education on the products and services offered will empower your team. Once they understand what they are selling, they will be able to confidently engage with customers and understand the value of each offering. When employees understand the benefits of a product or service, they can effectively communicate how it can serve the customer's needs.
Offer solutions, Nnot just sales. Encouraging a mindset of offering solutions rather than just making a sale can significantly impact how employees approach upselling. By focusing on how a product or service can benefit the customer, employees are more likely to authentically promote offerings that are genuinely valuable to the customer.
Embrace personalization of your product or srevice. The power of personal touch cannot be overstated. Whether in a traditional business or in a digital environment, personalized interactions resonate with customers. Personalized outreach and product recommendations can effectively capture a customer's attention and convey genuine care, enhancing the upselling process.
It wouldn't be right to talk about knowing what your customer wants without sharing an exciting update that we are revamping the Cockrell Academy. All our courses available for individual purchase. Whether you're interested in mastering time management, honing leadership skills, or elevating customer service, you'll soon have the opportunity to access our wide range of courses on-demand.
Make sure to listen to this episode in full to hear more on upselling your products. And if you want to plan a vacation, make sure you reach out to Magical Vacation Planners. They get to know their customers so much that they know exactly what experiences you'd love. You can reach them at 407-442-2694.
Previous Episode
Follow Through With Training
“Most people want to do a good job, but they just fall back into their habits.”
Key Moments
01:07 Managers need to reinforce good habits in employees.
05:17 Leadership requires empathy and patience.
08:02 Frontline staff are key to customer experience.
10:31 Consider time and effort before making changes.
Resources
Follow Through With Training
Every manager has had to train new employees at some point in their leadership journey. Recently a listener reached out with a relatable question. Tina said, ““I train people, but a few weeks in, not only are they not doing what they were trained to do, they have even picked up poor habits. What do I do about it?" There are several ways to effectively train new employees, rectify bad habits, and reinforce company standards.
It is vital that leaders are present and observant within your organization. Correct employees immediately when they deviate from the training. On the flip side, make sure you are consistently reminding them of the desired behaviors. It’s like parenting. You need patience and repetition to instill positive habits. Routine and repetition are your best friends. And if things don’t change right away, don’t let yourself get too frustrated.
Morning huddles or pre-shift meetings are a great way to reinforce company standards. These short sessions can serve as a platform to refresh employees on essential behaviors, taking care of the customer, and paying attention to detail. By doing this every morning, managers can effectively correct issues and ensure that employees are aligned with the company's expectations.
It is important to reinforce training and messages consistently, considering employees' limited experience and knowledge. The training process should involve a recurring reinforcement of the key principles rather than a complete retraining of all employees. Do this along with routine observations and immediate feedback or corrections can significantly contribute to the development of a well-functioning team.
When employees consistently fail to adhere to the current training, it's time for managers to make a judgment call. If essential corrections and reminders have not resulted in improvements, it may be necessary to consider making personnel changes. Ultimately, managers should decide if a change is needed after extended efforts to rectify the situation.
Make sure to listen to the full episode for more on the importance of consistent observation, training reinforcement, and knowing when to make changes to build and maintain a successful team. Remember, managing new employees is a bit like parenting, where lots of patience and guidance are needed.
One group that continuously follows through with training is Magical Vacation Planners. They make sure everyone on their team is ready to help plan your next vacation. You can reach them at 407-442-2694.
Next Episode
Building Credibility
"Make sure you reach and research a subject to understand it. Become an expert, and you'll probably come off as an expert."
Key Moments
02:10 Research and collect input from others.
04:54 Organize knowledge and gain confidence to share your ideas.
08:31 Speak up to share your ideas and opinions.
10:09 Companies need experts for informed decision-making.
Make sure you reach out to Magical Vacation Planners. Let them plan your next vacation. You can reach them at 407-442-2694.
Resources
Building Credibility
It is important to compose yourself and create credibility, especially when you have limited experience in a new management role. This is especially true if you want to nail your executive presence and create credibility in front of your leaders. Collect information and ideas from others, practice speaking up, and be fearless in presenting new concepts to executives. Continuous learning and preparation are the easiest way to build credibility.
Enhancing your executive presence is about conveying confidence in your ideas, knowledge, and abilities. Don't be afraid to speak up and share your thoughts in meetings. Your expertise will shine through. Just remember that building credibility in a new management role takes time and effort. Immerse yourself in the company's values and products, gather insights from experienced colleagues, and always be prepared to discuss customer service and training programs.
Don't let intimidation hold you back. Create an open and supportive environment where all ideas are welcome. Your organizational success is dependant on creating a circular team dynamic where expertise surrounds and supports you. This concept is focused on the idea of leaders being surrounded by experts, rather than being at the top of the traditional hierarchy. Implementing this approach creates a supportive culture that values diversity of thought. Even if you are new in a role, you can help create an environment that celebrates continuous improvement and collaboration.
Knowledge is power. Strive to become an expert in your field by staying informed, learning from others, and continuously expanding your understanding of leadership, management, and customer service. Confidence comes from expertise.
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