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What is upselling in retail?

20 Jun 2022 By PAYCEC

Upselling in retail refers to encouraging customers to purchase a higher-priced item that is comparable to the one they are considering.

You can upsell in-store with clever retail product displays or at the time of sale with pre-purchase upsells (POS).

On the product page, cart page, and with post-purchase upselling email flows, you can upsell online at various phases of the buyer's journey.

THE SPIN FRAMEWORK

SPIN is a marketing and sales framework that enables you to tailor your selling process to the needs of your customers. Use it to provide them a more personalized experience that will entice them to buy.

The following is how it works:

  • Situation queries assist you in comprehending your consumers' requirements.
  • Problem inquiries assist the customer in comprehending their requirements.
  • Implication questions reveal the problem's impact.
  • Need-payoff questions reveal how your product addresses the customer's issue.

This upselling framework is a subtle technique to draw your consumers' attention to a pain point or problem they were previously unaware of.

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