Did you happen to read Selling Power this month. Well, much to my surprise and excitement, I am featured in the June issue. it is all about up selling. I will not go into it now, except to say that it really does summarize why it so important for sales people to think about how they can up sell to the account.
I will give you a little hint: it is all about having an idea for them not simply going back with the same old stuff. In other words, you should know enough about the company that you can recommend idea for them to improve what they are doing with your product as well as the other guy's. Do that and you will win their confidence and the sale.
Good Selling, Steve
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