Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls [Paperback]

Jim Domanski (Author)

Book Description

Publication Date: December 1, 2002

Every time you talk to a customer, you have additional sales opportunities you’re likely not taking advantage of. And many of your customers would buy more from you, but they don’t know what you have, they’re not asked, or they’re not asked in the right way. Just think of all the money that is being left on the table, and it takes very little effort or expertise to get it!

In "Add-On Selling" you can learn exactly how to cross-sell, up-sell, sell more inquiries, sell on service calls ... even sell on complaint calls to maximize the profits from opportunities that show up on your phones each and every day!

Just think of the orders you handle every day. What if you could increase your order size by 15% on only one out of every 10 calls? How much would that be worth? (And these are conservative estimates; most companies do MUCH more!) The great part is, these profits present themselves to your business each and every day!

This 256-page book shows you how easy it is to get that business.

You'll Get ...
Specific word-for-word examples, along with case studies for,
-The Four-Step Process for Add-On Selling
-The Cross-Selling Process
-The Up-Selling Process
-How to Turn Leads Into Sales
-Selling on Complaint Calls ...

...and MUCH more.

Editorial Reviews

About the Author

Jim Domanski is president of Teleconcepts Consulting, a firm specializing in helping businesses use the phone more profitably to increase slaes and generate leads. He's also the author of "Profiting by Phone.", and hundreds of articles on selling. Jim has provided consulting and training for businesses in Canada, the US, and Europe since 1984.

Product Details

• Paperback: 256 pages
• Publisher: Business by Phone (December 1, 2002)
• ISBN-10: 1881081117
• ISBN-13: 978-1881081111
• Product Dimensions: 8.9 x 6 x 0.6 inches
• Shipping Weight: 15.2 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #1,224,221 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars A must-read not only for sales-reps, January 29, 2003

By 

Android4Business "a4b" (Bonn) - See all my reviews

This review is from: Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls (Paperback)

I never thought add-on-selling might be easy as that. Think about it: First, turn to the clients real problem and fix it. Then, build the mental bridge for your customer (that seems to be the critical part: don't push, just make it appear the result of a coincidental telephone-talk). Then, present offer and benefit. Then close. Jim Domanski works his readers through this 4-step-process in every single one of his 13 typical add-on-situations. Plus lots of job-aids that really help you get things together. Good stuff!

1 of 1 people found the following review helpful:

5.0 out of 5 stars Fast ROI on this Book!!!, December 16, 2009

By 

JB (Manchester, NH) - See all my reviews

This review is from: Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls (Paperback)

This book provided me with instant results. Mr. Domanski really boils the Add-On sales process Down. I and my team refer back often to this book. Just get it and it will instill you or your sales team with not only the tools but the confidence needed to ask for the business.

5.0 out of 5 stars The Selling MAchine, August 28, 2007

By 

Alex Barbera "AL" (Argentina / USA Los Angeles) - See all my reviews

This review is from: Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls (Paperback)

Bu reading this book and others i transformed my call center in a Profit center passing from 100 dollars sale a month to 20000 usd, (i had to implement of course others things to do so) but the four step sales approach is a must do! This guy is a true Seller, its a "how to sale book". Go for it!