Ask The Swag Coach: The Art Of The Upsell Looking to boost your sales and commissions? Who isn’t? Try out these best practices to better serve your clients while getting a little extra in return. by Josh Frey Tenth in a series Distributor owner and swag sales coach Josh Frey answers frequently asked questions on a wide range of sales topics. QJosh, I am an industry veteran with more than 20 years in promo sales and hungry to make more income. But at this point in my career, I am stuck. What is something I can do right now, if anything, to grow my sales and commissions? Last month we discussed driving your schedule and getting into a sales rhythm. So if you have followed along since the start of 2022 and are executing on these best sales practices, you now have: 1A sales action plan for the year 2 An “accountabilibuddy” to hold yourself to what you said you would do 3A weekly sales scheduler or calendar to drive your efforts and keep you focused You are well-positioned to sell and now have the focus and time to make it rain. But as the question suggests, there’s probably more work to be done to make this your best sales year ever. What can you do right now to increase your sales and income? If I’m in your shoes—which I have been—I’m focusing on upselling. My assumption is you have active projects you are working on right now. When presenting products and ideas, are you being reactive or proactive? Are you pricing out only what your buyer is requesting, or are you scoping out the full opportunity by asking what else your buyer needs or has a budget to buy? Taking the time to ask a few extra questions of your client to better understand their overall needs and budget on any given project will help you identify the true opportunity, and dollars, on the table. There are several ways to go about this, and since you asked, I am happy to share some tips on how I successfully upsell my client projects and relationships. TZIDO SUN / Shutterstock.com 54 | MAY 2022 | GROW
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