Episode 22

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Published on:

25th Jun 2022

A new era of upselling

Sales has got itself a bad rap, often just mentioning sales and in particular upselling, will bring a bitter taste to the mouth. But that’s mostly because people think about the sleezy car salesman or a pushy real estate agent. Sales doesn’t need to be that way, in fact, when done right sales can actually be a win win, it’s all about the approach and how you frame it. It’s time to welcome in a new era of sales that has both the buyer and seller walking away knowing the process couldn’t have been any better.

Let’s say you’re a plumber, who has done more plumbing jobs? You? Or your client? Who has more industry knowledge? You? Or your client? Who has better product knowledge? You? Or your client? Your expertise is a valuable asset, it’s what will be the difference between a good and a great experience. If your client is doing a bathroom reno and you try to get them to buy a bigger mirror when they want to keep their existing one, that’s pushy. But if you simply suggest a new mirror that has a built-in back light and demister, that is adding value.

In this episode you’ll learn how to create an upselling process that allows you to create a better experience for your clients, and some tips to make it stick so that you can be sure it works every time. Listen to the episode for a few examples including one from the industry that has upselling absolutely nailed down. Learn about the questions you should avoid, these are the ones people are hardwired to say “no” to, and you’ll be well on your way to being able to go above and beyond when it comes to solving your clients problems.

WHAT YOU’LL GAIN FROM IMPLEMENTING TODAYS PODCAST:

  • How to make the upselling process a win win for you and your client
  • The best way to leverage your expertise to create a better customer experience
  • The questions that always receive a “no” so you know what to avoid

LINKS MENTIONED IN THIS EPISODE:

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About the Podcast

The Profitable Tradie Podcast
For Trades & Contracting Business Owners Who Want More Profit, More Freedom, and Less Stress
If you run a plumbing, electrical, HVAC, or any other trades business and you’re tired of long hours, cash flow headaches, and pricing battles, this podcast is for you.



Join Tony Fraser-Jones and Phil Smith from Profitable Tradie as they break down straight-shooting strategies to help you make more money, work fewer hours, and get your business running smoothly—without the usual headaches.



We tackle the real challenges every trades business owner faces:
✔ How do I find and keep good techs when everyone is hiring?
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✔ How do I charge what I’m worth without getting undercut?
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✔ What’s the second easiest way to increase my profits? (The first is hitting play on this podcast!)



We also bring on some of the most successful trades business owners in the world—real people who’ve built multimillion-dollar companies—so you can learn exactly how they did it.



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Tony Fraser Jones