Sell Your Reps on Upsell Programs

Stress offers, not selling.

Most reps in catalog operations are more comfortable with the idea of helping customers to buy than they are with selling. So soft-pedal your sales talk, and make it clear that what counts is letting customers know about the company’s great products or special values. At the same time, emphasize that the purchase always is the customer’s choice and not in any way meant to be an imposition by the rep.