Upsell Tactic to Sell More | #salestraining #salestips

Why It Matters

This tactic empowers reps to close bigger deals by turning price objections into a collaborative trimming exercise, preserving margins while enhancing customer commitment.

Key Takeaways

• Let customers physically remove unwanted items to increase perceived ownership
• Present full proposal, then let buyer trim to fit budget
• Using a red pen, hand buyer control over price adjustments
• Mental “ownership” creates discomfort when items are taken away
• This technique boosts average deal size without offering discounts

Summary

The video introduces a simple psychological upsell technique that leverages “mental ownership” to encourage buyers to keep more items in the final deal.

The presenter illustrates the concept with a candy‑store analogy, showing that once a customer visualizes a product as theirs, removing it creates discomfort. In a sales context, the seller should present the full proposal—often exceeding the buyer’s budget—and then hand the buyer a red felt pen to strike out unwanted line items themselves.

“Look him straight in the eye, break out a red felt pen, hand it to him, and say, ‘Why don’t you take out what you don’t want?’” is the core quote. By letting the buyer perform the cuts, the seller avoids the usual discount reflex while still guiding the conversation toward a higher‑priced agreement.

For sales teams, this method translates into larger average deal sizes and higher upsell rates without eroding margin. It also shifts control to the prospect, fostering engagement and reducing price‑negotiation friction.

Original Description

The 'Endowment Effect'

1) Give the client a full-loaded hashtag#proposal

2) Client will say, "That's more than I expected to pay."

3) Hand the client a pen and say, "Take out what you don't want, and I'll recalculate the final price."

4) Client will struggle to 'give up' items and end up still above their original budget.

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