Up-selling Tactics to Increase Sales

Up-selling Tactics to Increase Sales

Introduction

Upselling is a powerful sales technique that goes beyond simply selling a product or service. It is about presenting options to your customers that they may not have considered before, enticing them to explore more profitable alternatives within the same category and style. By effectively implementing upselling techniques, you can significantly boost your revenue and enhance customer satisfaction.

In this program, we will delve into the various tactics and approaches that can help you master the art of upselling. From understanding customer needs and preferences to effectively communicating the value of higher-priced options, we will provide you with a comprehensive toolkit to maximize your sales potential.

Whether you are a seasoned sales professional or new to the world of upselling, this program offers valuable insights and practical tips to elevate your performance. So, get ready to discover innovative strategies and proven methods that will empower you to achieve outstanding results in the art of upselling.

Outcome

By the end of this program, participants will be able to:

- Enhanced Selling Skills: Develop a comprehensive set of proven selling skills and employ persuasive techniques to sell more effectively
- Increased Sales Revenue: Learn how to identify upselling opportunities, present compelling options, and effectively close sales, resulting in a boost to their bottom line
- Improved Customer Satisfaction: Acquire the skills to offer tailored solutions that meet customers' needs and exceed their expectations
- Stronger Customer Relationships: Learn how to build trust, communicate, effectively and create a positive buying experience that fosters customer loyalty

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No	Topic	Topic Description
1	Module 1: Fundamentals of Selling	Sales function and its importance in business Concepts of Up-selling and cross-selling The need for up-selling and cross-selling in the organization
2	Module 2: Upselling and Cross-selling strategy and techniques	Process of Up-selling and cross-selling Creation of cross-sell grid Next Buy Product model Up-selling and cross-selling techniques
3	Module 3: Understanding of yourself and your products	Know your product Know your guests The product matches the guests' needs and wants
4	Module 4: The term and application of suggestive selling	Suggestive Selling- Vocabulary Suggestive Selling-method Know your suggestive selling to promote all the services your property offers. Speaking Skills Listening skills
5	Module 5: Product Knowledge the product that you sell	Know your product The 4 P’s The application of the “P” ’s in sales Describe the products and services
6	Module 6: Feature Advantage and Benefits	Knowing the features of the products Advantages Benefits to the guests and the organization Close the sales
7	Module 7: Closing sales	Integrated marketing communications: AIDA model, the hierarchy of effects model, innovation-adoption model Enhancing and managing digital communications

Expert

R. Senthil Ilangovan CHA, FMP, MBA

R. Senthil Ilangovan FMP, MBA, or more commonly known as Govan, is a respected trainer and consultant in the hospitality and corporate industry. He has developed many programmes and manuals for hotels and restaurants all over Malaysia and ASEAN countries. He also provides consultancy to newly opened establishments and those that require operational and managerial expertise. His career in the hospitality industry has spanned 31 years. He started his career in Hilton, Melia Sole KL and diverse into many other hospitality related businesses such as Golf Club, Resort Hotels, and Port Catering Business as well. He has also served as a pre-opening team for several hotels, including Amber Court, Villa Genting D’Genting Resort in Genting Highlands, and many other hotels. His responsibility is more to planning the layout of the hotel operations, kitchen, restaurant and other support facilities. Govan is a Foodservice Manager Professional (FMP) holder, which is the highest award in hospitality and F&B industry. He is a double Masters holder in Business Administration from Canada and Australia, Diploma and Higher Diploma in Hospitality and Tourism Management from Toulouse, France. His vast experience local and internationally make him a better hospitality person and he is a person that likes to share the latest and different ways in managing the hotel operations or managing businesses. His training and development experience was established during his five-year tenure at Taylor's College, School of Hospitality and Tourism (TCHT). As Lecturer in Charge, where he drafted the Department’s course structure, planned of the manpower and ensured the smooth running of the fine dining restaurants and corporate training as well. Govan also attended E-Cornell Hotel Revenue Management and Restaurant Revenue Management program in Singapore as a part of enhancing his knowledge and application in this program. He always wanted to share his thoughts in making more revenue to the industry players. This year Govan attended HSMAI Revenue Management programme is Singapore to update on the latest development in Hotel Revenue Management. Govan’s training is an application training where the industry professionals can apply immediately when they return to the hotel. Govan’s area of specialization includes Hotel Revenue Management, F&B Management, F&B Revenue Management, Professional Selling Techniques, Controlling Cost, Managing People, Sales & Negotiation, Supervisory Skills Development, Train the Trainer programme and many more. He also lectures in Hotel Planning and design for Masters in Hospitality students. He is also trained associated from Hilton Hotels, Shangri-La, Sushi Tei Jakarta, Paradise Island Resort Maldives, Sun Island Resort, Vinpearl Group Vietnam, Seychelles Berjaya Beau Villon and some other ministries in Malaysia.