Sell Your Reps on Upsell Programs

Teach them to judge whether or not to offer.

With a little training, reps can decide when it’s inappropriate to offer an upsell to a customer. First, identify their ideas and opinions on the matter, so you can deal with them individually. In a group setting, have them list the circumstances in which they believe it’s inappropriate to make an offer. You’ll find that most of their hesitations are situational and not strict rules, and reps usually will go along with sensible rebuttals if you present them in a straightforward way.