Up selling - selling a more expensive but better item than the customer first wanted.

Simply show the customer a widget that's better, bigger, or faster than the one they was considering -- but with some special consideration such as a substantial discount, more favorable payment terms, extra options, or accessories.

If you become known as a business that delivers incredible values, you can't lose. Remember, people can't resist a bargain. Offer to sell the higher-priced model with a larger discount than the moderately priced one. Everybody wins here. The customer gets a much better value, and you get a bigger sale.

You're taking a smaller percentage of profit on the higher sale, but you're probably making more actual dollars. Plus, the customer is usually thrilled with the great deal. As you get a lot of business from word of mouth this is a great way of getting even more sales.

That's where the magic comes in. Make certain the customer is happy. Don't try to sell the customer something that's way out of their price range. They'll end up resenting you for it.

Don't get greedy! If you get greedy and try to "bleed" your customers, you'll end up losing big in the long run. Just show them something that is slightly better that what they looked at first of all dont pressure of hard sell. Let your offer speak for itself.

Lee Lister

Lee Lister is Management Consultant and Program Manager with more than 25 year's management and consultancy experience and more than 20 year's program and project management experience in projects for Banking, Finance, Insurance, Leisure and Government bodies. She also have more than 10 years bid management experience ranging from bids for medium companies to large international and infrastructure bids.

British born, Lee received her BA(Hons) Financial Economics from the University of Essex. She went on to work in or for a considerable number of countries within Asia and Europe as well as Australia and the United States. While building a name for herself through helping company restructure, change management and project management consultancy, Lee became a well-known figure for her skills in analyzing, problem solving and trouble-shooting. She has consulted for many major industries, including banking, telecommunications, insurance, transportation, leisure and governments from many different countries. Some of the companies who have benefited from Lee?s expertise are Hewlett Packard, Siemans Nixdorf, Electrolux and the Philippines government.

Whilst working in the Far East she became a recognized expert on preparing and evaluating large World Bank Proposals (infrastructure projects within developing countries). These accomplishments called upon the skills of bid and project management, risk assessment, contract negotiation and supplier management and required dedicated work to very tight time scales. This expertise was acknowledged by an invitation to be the principle speaker at an International Business Development Conference in Washington, USA. She has also consulted at very senior level in several countries.

She owns and manages two companies, Biz Guru LLC in the USA and Biz Guru Services Ltd in the UK as well a considerable number of profitable web sites. She works almost entirely via the internet, visiting clients on site during major consultancies and training. Her Internet skills span from when major companies first started to consider obtaining their own web sites. During these years, she has kept up to date with the rapid changes on the internet, including the dot com boom and the resulting bust ? which her own web based companies survived.

She regularly consults, writes and lectures on business, bid management and marketing and has published numerous courses and books.