Up selling is about asking the Right Questions

2017 01 25 Conicon Conicon Blog Yiannakis Mouzouris' blog posts

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Up selling (cross selling, suggestive selling) is about listening and asking the right questions to fully diagnose the customer’s “pain”.

That requires prior preparation regarding your products, the customer profile( RFM Segmentation is a useful tool), customer needs and expectations and based on that to define your Unique Selling Preposition (USP). VRIO Analysis is strategic tool that is often used for USP definition.

Once you have the above information, then you will be able to formulate effective questions to identify your customer’s “pain” and furthermore lead the customer to feel the “pain”. That is the point at which customers buy.

Yiannakis Mouzouris
B.Sc. Mech. Eng., M.Sc. Mgt
Business Consultant / Trainer

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This specific seminar helped me to recognize and accept that the way I behave, speak and present that I want to communicate with a person is very important. Vasiliki is a Professional, pleasant and clear in presenting the subject.

NIKI PAPADOPOULOU

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Andri Hatzigeorgiou, Open University of Cyprus

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Andreas Ioannides, TRACK SMART TELEMATICS

A 2-day seminar that though us the correct ways od using verbal and written communication in regards to the customer service approaches. The seminar is important in terms of changing our aspect of how we have been dealing so far with customers and its basic advantage is the fact that it pins down the specific wording that needs to changed by us! Vasiliki Christofi has a very good approach and communicates and knows her subject very well.

Sophia Hadjineophytou MCTC Marine Ltd

Very constructive and useful seminar!

Vicky Katsios, Melathron Fighters of EOKA

Up selling is about asking the Right Questions

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