Colleen’s Blog

I want to share with you a concerning trend involving your prospects’ trust and what you can do to fix it.  We are indeed seeing issues involving trust from buyers right now. Who can blame them? It's an incredibly volatile marketplace and it's going to continue this way for some time. However, it’s important for us to recognize that buyers currently lack trust not necessarily because they lack trust in you, but because they lack trust in themselves.

Many salespeople understand the value of upselling but don’t understand how to take advantage of an opportunity to upsell, especially within their existing client base. Want to know the good news? There is one clear and fairly simple step you can take to increase your chances of receiving opportunities to upsell. For each new customer that you acquire, set up an interview within 30 days. The purpose of conducting an interview is to ensure client satisfaction and to create an open stream of communication between you and your customer. However, this interview is also an opportunity to understand your client’s potential to become a bigger customer in the future. During this interview, (which must be done over the phone - not over email!) ask questions similar to the following: