Moving from a transactional frame of mind to a true "solution seller" takes concerted moves and strategy.

First, timing. Only when you have empirical evidence of how your customer is using your product or offering can you determine the right time to talk about "their other business needs."

Second, needs analysis. Though you’ve successfully made ONE sale to your customer, you still don’t know all you can about their needs and challenges. Get back on your questioning horse and keep pushing to understand details about their business needs…and their go-forward objectives.

Last, relationship building. Much of what you need to know to help you cross and up sell can be learned when the environment changes. In other words, get out of the office and get your buyer relaxed. Successful probing against what really concerns your customer often happens more easily at the dining table. Don’t squander a social selling opp, lean in to find out what the buyer really thinks.