In this discussion, Speaker A outlines a four‑step "menu upsell" script that presents three membership tiers, deliberately downplays the top tier, and guides the prospect toward a mid‑level option while confirming payment details. Speaker B expands on the script’s relevance, noting it fits brick‑and‑mortar or service‑based offers more than online high‑ticket products. He emphasizes the importance of making prospects aware that additional products exist, and introduces a systematic approach to "seed" future upsells: after each sales call, reaffirm the purchase, request a referral, and hint at a higher‑priced offering that isn’t needed now but will be introduced later. For coaching programs, this seeding can involve offering a sneak‑peek of advanced training, signaling a next‑level product without pressuring the client. When the prospect is ready, the seller simply sends a link, streamlining the upsell conversion. The overall message is that clear tier framing, strategic down‑selling of the highest tier, and consistent seeding of future offers make upsell conversations straightforward and highly effective.
Chapters
I do something called a menu upsell. So it has four steps. We've got three membership tiers. The top one is, you know, $5,000 a year. Honestly, I don't think you need that. It just covers this. Isn't this. You can probably get some of these things down the street from me. Like, I don't think you need that. Given the, you know, the humidity of this area and we get 180 days of sun. Whatever you're going to want, this type of continued service is for sure going to be the best setup for you. Would you rather have us come twice a year or three times a year? Okay, great. Do you just want to use the card on file? Awesome. That's the script. It fucking murders.
Overall, this is really, really solid. I will say it's not as applicable to the online high ticket space. It's going to be more applicable to like brick and mortar. When it comes to upsells. The biggest thing that people miss out on is most people just need to know that there's actually more things to buy. If people are having a good time with a program or service that you're doing and they just know, I can get more of this. The upsell conversations are super straightforward why this works. He tells them different options, tells them that they don't need a certain one, but they need this one. Makes it more believable. Something I will do and something you can start implementing kind of using the same tactic on every single sales call is you want to seed the upsell. You're telling them in the future there's something that they want to buy, but they don't need it right now. So how are you going to do this? At the end of every sales call, you need to reaffirm the fact that they bought. Then you're going to ask for a referral and then you're going to see the upsell. Generally speaking, it's going to depend exactly on what you sell. But let's just talk about a coaching program. For example, you're going to say something that everyone asked me is what's the next step after ABC program? Generally speaking, what people do is they go ahead and they join our more advanced program that gives you a B and C. But that's a little bit too advanced for we're at right now. So let's just focus on getting to whatever goal that they want. But in the meantime, if you want a sneak peek, I can send you over a training. Do you think that would help you? So what it does is a few things lets them know that there's more to buy. There's a more advanced level to this, but they don't need that right now. But I'm going to give you a sneak peek just so again, they know there's something to buy and you're really being able to spark their interest. If you do this upsell conversations become so much easier. When they're ready to buy, they'll just text you and you just, you know, send them a link and make more sales.
