A salesperson's job doesn’t end the day a deal is signed. Having taken your customer through the journey from prospect to client, you know the ins and outs of their business better than anyone at your organization. And this means you’re one of the best people to assess the benefit they’re getting from your product.

It also means that if they're hitting the limits of what your offering can do, you’re perfectly positioned to upsell them. You've already enabled them to solve a pressing problem once. Why shouldn’t they take the time to hear what else you can help them with?

The infographic below from Gainsight provides 13 tips on how to upsell your customers, from identifying and monitoring success milestones to rolling out client self-service.

If you gain traction with upselling, the process is easily scaled. Once you've successfully upsold to a certain number of customers, identify common attributes or pain points that made them pull the trigger. You’ll be able to pinpoint which of your current customers is most likely to expand their current service and which would benefit from an upselling conversation.

What are your most successful techniques for upselling? Let us know in the comments below.


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Originally published Jun 15, 2015 7:30:00 AM, updated February 01 2017


Sales Strategy