CHAPTER
16
Upselling and Cross-Selling Questions
Stop Leaving Money on the Table and Get Your Full Share of the Customer’s Business
CONSIDER THIS REAL-LIFE scenario:
I was consulting with a tire wholesaler, which worked with agricultural equipment dealers. These dealers have a lot of inventory sitting on their lots. One way to move that inventory is to configure it to meet the needs of a specific buyer. For example, a farmer may grow alfalfa, but the dealer has a tractor that’s set up for corn farming. By switching out the wheel sets—a relatively inexpensive modification—the dealer can set up the tractor for alfalfa and close a sale.
New wheel ...
Get Questions that Sell, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
