EP 026 | How Interior Designers Upsell with Confidence with Shai DeLuca Tamasi

September 18, 2017

Listen Now

Do you hesitate to recommend additional products or services because you’re worried clients will think you’re being pushy?

In this episode, Kimberley Seldon speaks with Shai DeLuca Tamasi about the art of upselling and why it is one of the most valuable skills an interior designer can develop. When done thoughtfully, upselling isn’t about selling more—it’s about helping clients achieve a better result and a more complete design experience.

For interior designers who want to increase profitability while delivering greater value, this episode offers practical strategies for selling with confidence and integrity.

In this episode, we learn:
• Why upselling is often a benefit to clients, not a burden
• How to reframe upselling as a form of service and expertise
• Why every interior designer needs to become comfortable with sales conversations
• How focusing on the client experience makes recommendations more compelling
• Why clients rely on you to show them possibilities they may not have considered
• How confidence in your recommendations leads to better project outcomes and increased profitability

 

Take Aways

Before you attempt an upsell to a client, ask yourself:

  1. Does this new product (that I’m trying to upsell) complement what the client is already buying?
  2. Will this new product benefit the client?
  3. Is this client willing and able to spend more?

If the answers are yes, then you are in good shape to suggest more products.

 

Shai DeLuca-Tamasi is the founder and president of SHAI DELUCA INTERIOR DESIGN, located in what has been described as one of North America’s hottest design hubs: Toronto.

SHAI DELUCA INTERIOR DESIGN’s internationally award winning design studio is known for its distinct combination of modern appeal with transitional overtones, providing a classic yet timeless feelin a soothing and warmly understated manner.

“Life is in the details, style accordingly”, says Shai. This principal guides the style Shai provides for his clients. Each design project sympathetically reflects the architecture, setting and client desires as shown in the many projects he has designed — whether a contemporary, hillside residence in Toronto, an urban paradise in New York or a Bauhaus gem in Tel Aviv.

In 2011 Shai joined Canada’s top design professionals as an Interior Design Expert on Canada’s number one lifestyle show: Cityline.

Active in the North American interior design community, Shai works continuously as a design visionary pursuing projects that will continue to put his studio on the international design map.

www.shaideluca.com

Subscribe to the Podcast

Legal Disclosure | This podcast is for educational purposes only and provides general business advice for interior designers and design professionals. It is not intended as individual legal, accounting, or professional guidance. Kimberley Seldon and Business of Design® make no guarantees regarding accuracy and are not liable for how information is used. Strategies shared may not apply to every situation—listeners should seek qualified legal, financial, or professional advice before making business decisions. References and resources mentioned may change over time.

|