Summary of Upselling Techniques (That Really Work!)

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Upselling Techniques (That Really Work!) book summary
Learning more about who your clients are and what they want will help you sell them more – that`s "upselling."


7 Overall

9 Applicability

7 Innovation

7 Style


Like many busy people who need to absorb or teach information in a hurry, Stephan Schiffman never met a bullet point he didn’t like. Indeed, his staccato chapters depend on them like a fast food meal needs quick hits of French fries. You probably couldn’t present a comprehensive sales training course without mentioning Schiffman, who’s been a high-profile sales training leader for more than 20 years. Although his advice is as sound as ever, this book has an episodic structure that seems jumpy. However, the book is written for busy sales professionals, and Schiffman’s first rule of sales is to know your audience. Sales executives and business travelers will find this an easy, useful read. Because of its business relevance, heartily recommends this book to trainers, sales managers and those on the front lines looking for ways to make the most of every deal.

In this summary, you will learn

  • Why the first step in the upselling process is to develop a good relationship with your client
  • How to gather and verify information before you make a presentation
  • How to develop an upselling culture in your organization
  • How to use 13 specific tactics to increase your sales


Upselling Defined
Companies are constantly trying to upsell consumers. Common examples include: A consumer responds to a TV commercial, calling an 800 number to buy a product. The operator offers an additional product at a special discount. When a customer receives...
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About the Author

Stephan Schiffman has written dozens of books and is a leading sales trainer. His client list includes many top companies. His previous books include Cold Calling Techniques (That Really Work!), The 25 Habits of Highly Successful Salespeople and The 25 Most Dangerous Sales Myths and How to Avoid Them.

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