Sell Your Reps on Upsell Programs

Work on “how to,” not “have to.”

Part of the reason reps get turned off is because they don’t know how to make an upsell offer work (no one wants to sound stupid or feel like a failure). It takes more than supervisory exhortations to convince them to ask for the order consistently.

To give them a sense of ease, give reps some coaching and encouragement that acknowledges their feelings. Example: “Here’s how to make the offer sound accommodating, not pushy.”