Upselling, cross-selling…solution selling

Every interaction with a customer offers another opportunity to sell. But the magic happens when the buyer doesn’t feel the selling.

You don’t want to become the one who is always asking, “Do you want fries with that?”

Instead of hunting for a cross-sell or up-sell, probe deeper to uncover more pain points. Often, the best opportunities are found in problems their other vendors aren’t solving.

Solve those problems, and you’re not a huckster trying to sell more. You’re a partner who can do more.

Even when your offering perfectly addresses what your customer asked for, you still might feel like you’re leaving money on the table.

Push that thought out of your head.

Market share gains are achieved when you learn more about how you can help them. Today, pick a few key accounts and ask:

1. “What problem do you wish we could help you with?"

2. “What aren’t you getting from other vendors that you need in order to hit your objectives?”

Every seller has seen this two-minute clip from The Wolf of Wall Street. It’s fun to watch, but it’s the exact opposite of what will work with your buyers.

Notice how Leonardo DiCaprio’s character taps into the prospects’ greed. But you’ll also notice there’s ZERO probing and problem-solving.