Why is upselling important and what are the benefits?

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In two words: more revenue. Upselling delivers a higher-value deal than an entry-level sale, helping reps hit quota and sales teams meet targets quickly. It also builds customer loyalty by solving a pressing customer problem. When you can meet your customer’s needs, they’re more likely to stick with you.

The greatest return on investment for your team is always going to come from your existing customers. According to harvard business review, it costs five times more to win a new customer than to keep current ones. This is especially true during economic downturns – when business slows and new leads are harder to come by, the cost to acquire new customers increases.


Learn the soft skills you need to easily land an upsell
find (and address) customer pain points quickly while america phone number list building strong, lasting relationships that lead to future sales.



how do you identify opportunities for upselling?
An upsell can happen at almost any stage of the sales process – if you read the cues. But those cues often don’t surface on their own. Combine open-ended questioning with active listening and careful research to get the signals you need. Here are some tips to get started:

1. Start every sales conversation with an open-ended question
every conversation with a prospect or customer should begin with an open-ended question about how things are going. Think of it as information harvesting — an opportunity for your prospect to open up about their needs, state of mind, current situation, and general interests. Showing basic concern for their well-being builds trust and engages them in a conversation that can yield new information an upsell might address.