I recently posted a blog about Upselling and the value that can be obtained from telling your existing customers about enhancements or updates that you have available.

This works well when you have one salesperson looking after an account who is familiar with and responsible for selling your full product /service set.

But many businesses have a diversified product/service set that requires specialist people to promote a different /product/service set.

However, getting these individuals to promote another product/service set that your company has in its portfolio can be a challenge for many reasons including:

• They feel uncomfortable promoting a product/service that is outside their skillset.
• They do not want a colleague ‘interfering’ in their accounts
• They do not get rewarded if ‘their’ customer buys a product/service from a different product set

From my experience, most salespeople like to operate in their own comfort zone, which is selling products/services that they major in - but they are reluctant to mention other products and services for some of the reasons mentioned above.

Here  are some solutions:

• Produce ‘Cheat Sheets’ and share these organisation-wide for all your products and services. These ‘Cheat Sheets’, typically a single page, should provide sufficient information to open the door for a specialist colleague to follow up.
• Try and ensure your elevator pitch is clear as to what you do as a whole organisation 
• Get all customer-facing staff to mention everything your organisation provides
• Introduce rewards for cross referrals for all staff that bring in an opportunity
• Recognise cross-referral opportunities that produce business with awards, certificates etc 
• Make sure that any newsletters or regular updates you send to your customers (and potential customers) cover your whole offering.

At Pabasso - Peer Advisory Board Associates we are focused on helping leaders of established businesses progress through shared experience, expertise and support.

We are always looking for leaders of established businesses, currently only in the Yorkshire region, who are keen to benefit from the experience and expertise of other business leaders, as well as experienced business leaders to join us and Chair more Pabasso boards. Interested? Why not drop us a note or give us a call to find out more?

We currently have a vacancy in one of our Yorkshire-based Pabasso – Peer Advisory Board Associates boards so if you would like to know more about how we at Pabasso – Peer Advisory Board Associates help leaders of established businesses progress through shared experiences, expertise, and support, please do not hesitate to get in touch. 

If you would like to know more about how we at Pabasso – Peer Advisory Board Associates help leaders of established businesses progress through shared experiences, expertise and support, please do not hesitate to get in touch.

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