After deciding on your bump, create a script for your employees to use. Make the script simple so that your lowest level employee can use it effectively. More than one or two lines usually tend to confuse employees (especially lower level associates).   Now that you have a script and youre comfortable that its working, weave it into your business process. By this I mean, put measures and controls around it to make sure its happening and being delivered effectively.   You might do this with periodic mystery shoppers or simply calculating a percentage of bumps by employee and charting it. When you see the bumps-per-person go down, its a flag that something isnt right.   Youll be amazed at the power and the profitability of a simple suggestive bump. Now on to up-sells.   Creating Profits Out of Thin Air Using Up-sells   Up-sells are offers made to customers for larger, more expensive products and services. Many business people think up-sells are bumps, but in reality an up-sell is the process of persuading buyers to purchase either a premium version of the same product or an additional premium package of products or services.   The key to effective up-selling is in the "value quotient." The value quotient states that Value = Perceived Benefits / Price. When price stays the same and the perceived benefit goes up, value goes up. The process of up-selling attempts to increase the perceived benefit more than the increase in price, resulting in an increase in value and hopefully a successful up-sell.   Let me give you a few examples. Suppose your customer enters your hot tub store and wants to buy a $3,000 hot tub. As an experienced up-seller your next move should be to introduce them to the $5,000 model and by explaining all the added benefits of the premium model and make an offer that includes better payment terms (i.e. for only $15 more a month you can own) and a host of additional accessories as a free gift (stuff they would have purchased with the smaller hot tub).   The goal is to add so much value that your offer becomes irresistible. But dont get greedy. As my friend Brad Anton once said, "Bulls make money, bears make money, but pigs get slaughtered."   Up-selling to a Package of Products   Perhaps you have a higher priced product or service package (and I hope you do). Why not offer your customer the entire package? The following are a few examples of single products and potential packages:   Oil change -> Total Engine Service Checkup Package One Video -> Monthly All-You-Can-View Video Continuity Program