Up Selling Tips

We know that “up selling” is one of the top three keys to success in Direct Response Selling.  When you “up sell” you provide your client with a better value and make more money in the process.  To be successful, you must offer an “up selling” option on EVERY call.  Along that line, we offer you three straightforward and easy “up selling” ideas…

Spousal Up sell – Ask early in the process “Is this for you or you and your spouse?”

Approval Up sell – Upon Approval,  “John Congratulations!  We got you approved for the life insurance at a preferred rate!  They think you are going to live to be 112 years old J (ha, ha).  In fact, they have approved this for up to $500,000.  I know we were thinking $350,000, but I thought you should know that you could get up to $500,000, no questions asked, and it is only a few hundred bucks a year more.  In fact the $350 is $70 per month and the $500 would only be $95 – so the choice is yours, we can take the $350,000 or I can have them lock you in at that $500,000 for 20 years.  I’d recommend you do that if you can.  Recently some carriers have increased their rates.  Now is the time to lock those rates in.  Would the extra $25 cause you a financial burden?  Great, I’ll have that issued at $500,000 and get it going right away.”

Face Amount Up Sell - “What is your annual income?  $60,000?!  Gosh, Bob, if you work just another 20 years you will earn over a million dollars – you are valuable! (Romance; appeal to ego)  In fact, the company will let you get up to $900,000.  People purchased $250,000 back in the 70’s.  I’m going to send you the quote on the $900,000 and the $250,000 and then you can decide what is best.” 

Characteristics of success in Selling

1. Maintain high activity at any cost.  Leads make this part of your job more simple, but it’s not easy.  Work all leads as discussed and call, call, call ANYONE if you have time on your hands.
2. Understand the power and nature of commission income. “As you sew, so shall you reap.”  It WILL come, it must come, and it can be significant and substantial.
3. Follow up and follow through.  Do what you say you are going to do, understanding it might well make or break this sale or a future one.
4. Understand numbers and ratios.  It’s all in the numbers and successful sales people have “Peace in Numbers” – the confidence that comes with high activity.
5. Appreciate the role of a sales person.  Accept the fact that YOU make a difference and that your skills must be sharp.  Knowing that, indeed, it is a skill to talk to people on the phone - - to MOVE people to action.  A valuable part of the marketing business.
6. Look for additional sources of business.  Other family members, friends, referrals, Permanent insurance, disability income protection, PLANT SEEDS for additional sales, planning opportunities, LTC / Annuity.  REPEAT BUSINESS!  Give good service for the future sales it will bring!
7. Excellent scorekeeping.  Know your numbers; manage your activity by the numbers.
8. Look for ways to invest in your business.  Pictures, equipment, something unique in your packets or professional development opportunities.
9. Embrace Self-employment.  In business FOR yourself, just not BY yourself.  This is YOUR business – own it.
10. Be real nice.  Smile, be kind, and take note.