The full title of this book by Stephan Schiffman is
Upselling Techniques That Really Work!
In my review posted on Amazon.co.uk, I gave it 3 Stars.
Here is my review.
More of a general sales training book.
This reads like a general sales training book that also includes upsells rather than the focused book on upselling that I was expecting.
This issue where I don’t think the title accurately describes the content leaves me in a quandary. As a sales training book I’d give it four stars but I wanted a tightly focused book about marketing and selling upsells and cross-sells and this doesn’t meet my desires.
Yes it mentions upsells regularly but much of what is said can apply to selling the first product to a customer as well.
I did like the idea that the idea that the customer-supplier relationship develops gradually as trust and knowledge of each other is improved. It’s obvious but it does mean that a new customer is going to be much more closed-minded than someone who trusts that you’ve got their best interests at heart.
Sadly it didn’t meet my needs and if I’d have bought rather than borrowed it, I’d have returned it for my money back. I’ll give it three stars as a compromise.
[bestbooks]
[sos]
[6Steps]
