Chapter 22
Up-Selling and Cross-Selling
CHAPTER OVERVIEW
Up-Selling and Cross-Selling
Reasons to Up-Sell and Cross-Sell
Attitudes to Adopt When Up-Selling and Cross-Selling
Exercise 22.1. Finding Ways to Up-Sell and Cross-Sell
Companies leave money on the table for so many reasons. In this chapter you’ll discover some surprising reasons to up-sell. The obvious one is to make more money. But the inverse of that is preventing the loss of a client by creating multiple exit barriers. You’ll also read ways to mentally prepare to up-sell as well.
Angry Client Wanted to Spend More Money
Steve earns a very uncomfortable conversation. I’m team training a roomful of entrepreneurs. It’s amazing how many brilliant business minds have little or zero sales ...
