Chapter 3

Is upselling helping customers or squeezing them?

Bán thêm là giúp khách, hay vắt thêm tiền?

The chapter's question

For this customer, what is the logical next thing?

Big idea

Upselling works when it is the natural next step from what they already use.

In this chapter

  1. Part 3.1

    Have They Used What They Have

    Why is selling more before they use what they have broken?

  2. Part 3.2

    Which Direction to Expand

    More users, more features, or more departments?

  3. Part 3.3

    Who Decides This Time

    Is the person who approves an expansion the same one as before?

  4. Part 3.4

    When to Propose

    When in their year is the right moment?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Your Easiest Revenue is free to read right here.

Read in Conan School

Chapters of Your Easiest Revenue

  1. 1.Do I know my customers, or just remember selling?
  2. 2.Do I call old customers for them, or quota?
  3. 3.Is upselling helping customers or squeezing them?
  4. 4.Is a renewal really decided in the final week?
  5. 5.When customers leave, does anyone ask why?