The phrase of being “upsold” is common in the sales industry and is used to describe additional products or offerings that are added to the basic version of that offering in order to enhance it. However, it has become more common for the term to be used in a derogatory manner rather than being described as an “enhancement” by a consumer. As the landscape of buying processes and decision-making shifts, customers are increasingly self-educating about the offerings of any particular market, and they are finding more and more resources to pursue that self-education. By the time a prospective client first interacts with a salesperson, their decision has often already been made. At which point, the salesperson is challenged with overcoming the client’s preconceived conclusions about what the best solution is – especially when their expertise may point you in a different direction. This is where your self-education as a prospective client could only benefit from upselling. Here’s why:
Sales People are Consultants
Who is better to use as a resource in your decision-making process than the very people who see situations like yours, converse with organizations like yours, and who problem-solve the particular areas you’re looking to resolve? Use their expertise and experience to your advantage and be open to the solutions they bring to the table.
When finding a solution, you tend to only consider the obstacles directly in your view. A true consultant in sales may see a deeper problem, and their additional options may lead to discovering the root of where a problem is truly originating – or more problems that could, in fact, be prevented from occurring in the future.
When considering a project proposal that is larger than you had originally anticipated, approach it as an opportunity to leverage expertise in order to find benefits beyond the initial project. Insights can often be gleaned from the additional services and can lead to revelations in other projects, desires for services in other vendors, or across organizational silos. Rather than turn a blind eye to upselling, use it as part of your self-education process to listen for deeper impact and meaning within your organization.