700-805 · Question #46
Which discussion point helps upsell a customer?
The correct answer is B. Discuss changes in the network and identify any uncovered additions to the network. Option B is correct because upselling requires identifying new opportunities - discussing changes in the customer's network and spotting uncovered additions gives you a natural opening to recommend additional products or services that address those gaps. A is wrong because…
Question
Which discussion point helps upsell a customer?
Options
- AFocus on what the customer already has covered on the network.
- BDiscuss changes in the network and identify any uncovered additions to the network.
- CFocus on how much it will cost the customer.
- DDiscuss your prior ties and why you need the sale.
How the community answered
(25 responses)- A8% (2)
- B88% (22)
- C4% (1)
Explanation
Option B is correct because upselling requires identifying new opportunities - discussing changes in the customer's network and spotting uncovered additions gives you a natural opening to recommend additional products or services that address those gaps.
- A is wrong because focusing on what's already covered closes the conversation rather than opening it; there's nothing left to sell if everything is handled.
- C is wrong because leading with cost puts the customer on the defensive and creates price objections before value is established.
- D is wrong because making the sale about your personal needs is unprofessional and shifts focus away from the customer's actual situation.
Memory tip: Think "upsell = uncover." The word upsell starts with "up" - look up at what's new or changed, not down at what's already locked in.
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