9/9/2025-Upselling, cross-selling, SOLUTION-selling

True solution-selling makes upselling and cross-selling unnecessary.

If you’re aligning your solution precisely to a customer’s needs, there’s no “Do you want fries with that?” moment.

Even when upsell or cross-sell options exist, don’t go there. Instead, dig deeper to uncover what your customer’s other vendors aren’t filling.

Solve that problem, and you’ll never be seen as a huckster – you’ll be trusted as a partner.

Even if you mold your offering to fit exactly into the round hole prescribed by your customer, you still might feel you’re leaving money on the table.

Push that thought out of your head.

Market share gains will take care of themselves. Instead, focus on going deeper with how you can help your customer. Today, try it on some key accounts by asking these two questions…

1. “What do you wish we could be doing more of for you?”

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

Every seller has seen this two-minute clip from The Wolf of Wall Street, but as you watch it again, you’ll note there’s zero solution selling going on.

However, it’s fun to watch because it underlines a deeply embedded human desire: greed.

Your B2B buyers are greedy too…except they’re greedy for success that’ll make them look smart to their peers and managers.