Prepare Your Reps

When you draw up an architecture for the dual channel sales methodology, consider that it’s roughly the same as classic upselling by phone. For instance, the rep refers to the picture/Web page and uses word pictures in describing the merchandise and giving a reason for the customer to want it. The rep still gives other reasons, such as why it goes with something else the customer is buying, why it would serve the customer’s needs, why this particular interaction makes the customer eligible for a special or discount price and so forth.