Sell Your Reps on Upsell Programs

Perhaps more importantly, the reps will feel empowered because you trust them. They’ll be more creative about making offers, and won’t harbor negativity about being forced to abuse customer loyalty.

Support upsell efforts with systems-based information.

Systems information can make or break your upsell program. If reps can’t get to the stock status or the product specs for upsell merchandise within a click or two, they hesitate to offer. If they can’t tell whether the customer was offered a featured product in a previous call, they may not offer it in the current call, either.