What do you do if your confidence is hindering your ability to upsell and cross-sell to existing customers?

Reframing your fear is a good technique to use. Let's say your fear is a concern about being pushy. This could be reframed to, this product could improve the efficiency of our customer. Let's explore it with them and see what that efficiency improvement might be. By reframing it this way you are serving your clients and thinking about the positive impact your product could have on their business.

In my experience, reframing fear as curiosity helps me to remove judgement. It’s isn’t that I can’t do, or know, or accomplish, or position…. It’s just that this is new. So how do I lean into this new experience with curiosity? This helps me to be more present, remove ego, and learn.

There should be no fears. Believe in yourself because if you don’t, no one else will. …………………………..::::::::::………………………………………………………………..

There are several strategies you can employ to overcome this challenge: Knowledge and Preparation: Enhance your knowledge about the products or services you're trying to upsell or cross-sell. Understand their features, benefits, and how they can add value to your customers' lives. Practice: Practice your upselling and cross-selling techniques regularly. Focus on Customer Needs: Instead of thinking solely about making a sale, focus on understanding your customers' needs and how your additional offerings can address those needs.

Simple, treat every interaction based on the context and situation of each customer. Think of the service or product the customer is seeking and most importantly what is the need they are trying to find a solution for. Get to understand the drivers of what is important to your customers in the product or service they are seeking. Then when all that is clear the best solution for the customers entire need (not necessarily the cheapest) will become clear to them as well as you. Absolutely do NOT try to upsell or cross-sell to all customers in the same way for all of them. Personalise the experience for all.

Before you can find a solution, you need to understand the problem. This is the exact same mindset you take into your first interactions with your clients to understand their business so why would it not work for you? Once you understand your blockers, you can then find the next steps to solve for them. I find it beneficial to involve your team in this and have open discussions for honest feedback and support. Having the support and feedback of your team gives you different opinions and tools to add to your "Sales Kit".

This happened early on in my sales career. It's a change of mental perspective to overcome. Realise that a "no" will not kill you, or get you arrested. Start a list of the common objectives, then prioritize them in order of frequency received. Research and write your own response. Make it your own, not what someone tells you, or incorporate that into your response. The point is, is that it has to be authenticly "you". I used to keep track of how many "no's" I would get before I got a maybe or a yes. I created the ratio, and then just counted the "no's". I was getting closer to the maybe/yes. Gradually, with confidence, the ratio got smaller. The trick is, to "not give a fk, while giving a fk". Make it a conversation, not a pitch.

Double check your facts, ensure you have all the collateral to hand and remember that you know more than you think you do, and you will know more about your product than your client does. Be humble and understand that you can't predict all the questions a client can come to a meeting with and be transparent with your knowledge. If you don't have all the answers, explain that and go and find them. Ask your client open ended questions to get route of their requirements, sometimes it is not the product/feature they think they need, but something else and that is where you will find your confidence.

When facing fear, it's beneficial to seek the support of optimistic individuals who can provide reassurance and boost your confidence. Surrounding yourself with positive people creates a sense of security and encourages you to regain your self-assurance. Additionally, engaging with those who radiate positivity can inspire you to confront your fears head-on and navigate challenges with resilience. Building a network of supportive individuals can offer valuable encouragement and perspective, empowering you to overcome obstacles and pursue your goals with renewed determination.

Once you exactly understand the matter there remains no fear of any kind. So understanding = gaining knowledge about the matter is the key to overcome fear.

Empower yourself with knowledge but also simplify and make it relevant. If it’s a SaaS feature, test it yourself to understand exactly how it works and what benefit it would bring to the customer.

When I started off with my career, the main reason for my avoidance with the customer was the mindset that our customers know more than us, wrong !! you need to ensure that you understand every detail of your product (of course the knowledge is limited to which department you serve), the confidence automatically boosts when we assume that we are the product owners and resolution works brilliantly when you are able to capture the requirements of the clients.

In my experience, as much knowledge and information you gather about your customer and what they need is a key factor for a confident communication, resulting in positive outcomes

Um exemplo em que já trabalhei me permitiu compreender o propósito que temos em nossa carreira, reconhecendo o valor do nosso trabalho e como podemos servir e impactar nossos clientes. Ao enxergarmos o verdadeiro valor do nosso trabalho, compreendemos nosso propósito e podemos estabelecer uma base sólida para construir nossos objetivos. Além disso, sugiro utilizar o método SWOT para autoconhecimento e os métodos OKR e 5W2H para o planejamento de seus objetivos.

Thoroughly understand the products and services you're selling. The more knowledgeable you are, the more confident you'll recommend solutions to your customers.

Sell yourself on the upsell. If you understand and truly believe in your product it will come through. I utilize value statements to anchor my pitch. Find a way to explain the product, the problem it will solve and the outcome it will have to your customer in a sentence or two. This will help build your confidence and give you a way to overcome objections.

Fear is always of unknown and what may come your way by which you may be embarrassed.. By knowing about your product and service in detail will definitely put you in a better position to suggest, upgrade for better experience and value for money to your customer. One will always create a good win - win situation to build life long relationships

I reach out to new clients and build a new customer profile to gain my confidence back then go back to upsell. Once you loose your confidence in the upsell is when you loose the motivation to work , with new clients you’ll get the motivation back and you’ll be back on track! It worked for me so good Luck 🥰

My biggest fear when I got into the car sales business was being asked a question and not knowing the answer. There is so much to learn! But when I felt I had the product knowledge, the ability to go after the sale bacame so much easier. Know your product!

Role-playing with a trusted peer or advocate can enhance muscle memory, thereby helping you build confidence. It is one of the most potent and underutilized tools for sales professionals. Never hesitate to seek assistance from subject matter experts in your organization who can help you improve. Your success is their success! Remember, knowledge is power - Francis Bacon.

Um ponto que sempre considero importante em nossos objetivos e trabalharmos com projetos que sejam mensuráveis e que possamos ter pequenas conquistas que nos motivem no decorrer da jornada. Esse processo nos proporciona praticar e analisar o que estamos aprendendo, assim nos proporciona um norte e um autoconhecimento mais amplo.

In my experience, you need to deliver on promises, exceed expectations, and maintain consistent communication. Show genuine interest and appreciation for your clients to establish yourself as a trusted advisor.

It is all about the repetition, no matter if you are an athlete, sales rep, or a parent. Quality practice creates quality improvement. To help get comfortable with role-playing, try recording yourself first. For example, call yourself and leave yourself a voicemail. Wait 24 hours and listen to it. Then ask yourself if you would call it back? How often do we here, "I left a message but they never called back". Then we wait two or three weeks to leave another message. NO! There is a fine line between familiarity and trust according to author and psychologist, Daniel Kahneman. Evaluate every voicemail message, practice it, and use it to build familiarity. Then use the same process on every contact.

Regular practise has helped me in situations like this. Continuinous learning from people within the team and seeking help when you need to. Learn to update yourself with organisation current trend either product or services ,learn to listen before you speak ,that way you are certain your response is near accurate

Practice Regularly: Practice your upselling and cross-selling techniques regularly, both on your own and through role-playing exercises with colleagues or mentors. The more you practice, the more comfortable and confident you'll become in engaging with customers.

When practicing, consider role-reversal. Place yourself in the prospect's position. Understanding their journey and the problems they need to solve can significantly enhance your knowledge and confidence. Sales pitches often cannot anticipate every unexpected situation. When practicing from your sales perspective, concentrate on the key points of your questions and genuinely listen to the answers. By actively listening and aiming to solve a real problem, you may discover that the conversations become more authentic.

A helpful technique is to practice your sales pitch and product knowledge regularly. The more comfortable and knowledgeable you are about what you are selling, the more confident you will naturally become. Role-playing with a colleague or manager can also help you gain confidence in your selling abilities.

Its important to build a strong knowledge of your solutions and offering. Research in to become a subject expert. Role play be the customer, so you can relate. Personalization helps in improving your insights about your customers. Sentiments and empathy will also go a long way in understanding whom is the product or service is for

Großprojekte will jeder gewinnen. Der Fokus auf diese Projekte bietet jedoch gerade zu Beginn einer Verkäufertätigkeit das Problem, dass Routinen nicht entstehen können. Die Übung mit kleinen Projekten oder Kunden, die keine A-Kunden sind hilft dabei persönliche Verkaufstechniken zu entwickeln und mehr Selbstbewusstsein zu schaffen. Mit der Übung sind auch große Projekte kein Problem mehr. Zudem sollten Sie versuchen engere Beziehungen mit ihren Kunden zu schaffen. Die Schaffung einer Positiven Umgebung unterstützt den Verkaufsprozess.

Truly believe in the value you and your product or service bring to the customer. If you don't feel confident on how it can benefit them, they'll pick up on that hesitation. Focus on how your upsell or cross-sell solves a specific pain point or enhances their current experience. The catch is focusing on existing value and also, simultaneously working on the enhancing the existing product/service that instills the satisfaction of growing continuously.

Super concordo. Um exemplo que considero excepcional é saber administrar as frustrações e ter percepção de nossas conquistas e saber comemorar, devemos enxergar também as pequenas conquistas, pois elas nos mantém motivados ao nosso objetivo maior. Assim como administrar as frustrações nos permite analisar onde erramos para que possamos elaborar planos de ações para melhorar e tornar o processo conforme o tempo mais eficiente e eficaz.

Positive mindset and attitude is a foundation to success. Self-fulfilling prophecy is a real thing. You have to believe. Welcome rejection. If there is not a "no" there is no interest. Positive attitude can help respond to rejection with meaningful questions and help clients understand your recommendations. Ask questions that provide answers that tell your value story. Get the words to come out of their mouth. It is much more powerful then you "telling". Positive mindset and energy create a learning environment.

I would never go in with a hard sell. I would make people aware of a product they don't have and why they might want to consider it and why it would be valuable to them, then leave them to make the decision. This way you are educating rather than selling and it should help build that trust between you and your client which should hopefully lead to confidence in what you are talking about.

Never take NO as an answer alongside a positive attitude can really solve it. Of course being totally aware of your product and its benefits is a must.

Look for the benefits you can provide; customers and prospects don't know your full product suite as well as you do. When cross-selling or up-selling, share your knowledge in a meaningful way that you believe would genuinely benefit the customer. By doing this, you're shifting your mindset to a more positive tone of helping rather than personally benefiting. Additionally, try to surround yourself with positive individuals on your team who share this mindset. Community is key and if you're surrounded by genuine, positive people you will be too.

Positive Mindset: Cultivate a positive mindset and visualize successful interactions with customers. Focus on your strengths and past successes rather than dwelling on potential failures. Positive thinking can help boost your confidence and performance.

Mindset change 💯 its empowering if your find yourself.Everytime you embark on something 1st what is it in for me. Growth, expanding your portfolio, for gaining insights, what benefits will i get.

Super concordo. Seja analítico e justo; avalie o momento da empresa e estabeleça metas realistas como compromissos. O autoconhecimento e o domínio dos dados são essenciais para alcançar o sucesso. Sugiro também estudar análises por safras e cohort para um melhor entendimento na definição de metas. Além disso, compreender o perfil de seus clientes é crucial tanto para upselling quanto para cross-selling, especialmente na elaboração de pitches convincentes para garantir o sucesso de sua base de clientes.

One way to use realistic goals to build confidence is to set goals that encourage you to stretch your abilities just beyond your current skill level. Even if you don't achieve a goal, you can learn valuable lessons that contribute to your growth and development, ultimately increasing your confidence.

I think you just work and track and goals are obtained by following your process. Samples, testing, and helping people with business results. Once you have a pattern you can project after the first sale. Goal based on data example. Good luck

One of the quickest ways to achieve success is through attainability. When setting goals, try to focus on "quick wins" first. Look at historical metrics from others if possible as a reference point. As your skills, knowledge, confidence, and rapport with customers improve, you'll become more savvy and able to set higher goals that remain achievable. Also, focus on controlling what you can. You cannot control budgets, layoffs, product updates, or priority shifts, but you can control your mindset and overarching goal of helping the customer. When you maintain this mindset, you'll find that setting goals is much more rewarding, positive, and attainable.

Setting up realistic goals will involve lot of factors like current conversion rate, past upselling history, market trends and product/service pricing. Aiming for gradual improvement is the key factor. We need to understand the segment of customer and their behaviour when it comes to purchasing. A tailor made strategy adhering with our products and market will make the goal achievable. Establishing a feedback loop will give an access for insights and performance.

I Also Believe In Setting Yourself For Success Is To Build Realistic, Tangible Goals. Not Everybody is Tendulkar n Not Everybody Gets To Hit Ball That Sublime. But Then There Is Huge Space For Batters Like Dravid or For That Matter Bowlers Like Kumble Who Know What They Can Do Differently n Most Importantly Better Than Anybody. So Once I Know My Strengths, I Work On That To Make It Help Me To Perform Better Than The Best n Then Set Goals Accordingly. I May Not Score A Quick Fire Century Which The Crowds Love To Watch But It Is Quite Possible I Play a Slow Patient 300 Ball Knock All Through The Day To Score A Miserly 100 Only To Save The Test Match n Win The Test Championship.

Set Realistic Goals: Set achievable goals for yourself in terms of upselling and cross-selling targets. Break down larger goals into smaller, manageable steps, and celebrate your achievements along the way. Accomplishing these milestones can boost your confidence and motivation.

Fixer des objectifs réalistes et atteignables sont une source de motivation pour le vendeur. En fixant les objectifs il faut tenir compte du milieu, du contexte et surtout du persona de sa clientèle. Ça ne sert à rien de fixer les objectifs juste pour les fixer.

Lo mejor es tener claro el proposito y hacia donde estamos caminando, a veces nos dejamos llevar por la ilusion y no nos centramos en la realidad, no descuidarse ni dejar que alguien les diga lo contrario a sus criterios, eso vale mucho.

Um exemplo que tenho e sempre em suas metas ter alguém como mentor ou sempre manter sua liderança a par de seus resultados e ações que são tomadas para o atingimento de metas. Manter seu ambiente com uma comunicação assertiva e preparar o terreno para bons feedbacks que irão colaborar de forma valiosíssima para sua trajetória e sucesso em metas.

Last But Not The Least, We Should Always Be Open For The Right Feedback. It May Not Be As Per Our Taste N Likings But It Quite Possible That It is Something Which Helps Us To Do The Necessary Course Correction Which Gives Us The Best Results

Existem diversas maneiras de se buscar feedbacks do cliente, desde consultas ativas por meio de telefone, emails e pushs até ferramentas que se é possível obter esse feedback como uma pesquisa NPS. Outro termómetro interessante para se ter como ferramenta é o Reclame Aqui.

Feedback ist ein unverzichtbares Werkzeug für persönliches Wachstum und geschäftlichen Erfolg. Um wertvolles Feedback zu erhalten, sollten Sie proaktiv sein: Setzen Sie regelmäßige Check-ins mit einem Mentor oder Vorgesetzten an und nutzen Sie Kundenfeedback-Tools wie NPS-Umfragen oder Kundenbewertungsplattformen. Achten Sie darauf, sowohl positive als auch konstruktive Rückmeldungen zu berücksichtigen, um Ihre Strategien und Herangehensweisen kontinuierlich zu verbessern. Offene Kommunikation und die Bereitschaft, zu lernen und sich anzupassen, sind entscheidend, um von Feedback zu profitieren und Ihre Ziele effektiv zu erreichen. 🔄

Lastly, make a concerted effort to solicit feedback from customers, colleagues, and supervisors. Constructive input can be immensely beneficial in pinpointing areas for growth and acknowledging your strengths. Utilize this feedback to refine your approach and perpetuate your learning journey. Understanding that you're actively striving for improvement can notably elevate your confidence and efficacy in customer interactions.

After a purchase, send follow-up emails to ask customers about their goals, pain points, and buying habits. This helps in segmenting your audience and presenting them with relevant upsell or cross-sell offers.

Self evaluate and consider confidence building measures. Alternatively speak to your manager or mentor and ask for support.

Gostaria de complementar às ações sugeridas, os tópicos: - Investir e estudar a fundo a sua carteira de clientes. Antes de ir para as reuniões e QBR's com eles, dedicar um tempo em olhar estrategicamente para o momento deles no mercado. Assim o bate-papo será bem mais estratégico e proveitoso para ambas as partes, com resultados positivos; - Manter um rapport com os clientes de sua carteira, acompanhando de perto as suas ações, mostrando o seu interesse em alavancar os resultados deles. Isso mostra comprometimento e empatia, e faz da sua Gestão um diferencial para os seus clientes.

In my experience, the first thing you can do is to belief in yourself. You can boost your confidence if you have adequate knowledge of your product. Know the pros and cons of the product or service you are trying to upsell or cross sell. Listen attentively to your customers concerns and maintain a calm and confident posture during the interaction. Take deep breathes and ensure you wear a smile. Practice your sales pitch and it’s delivery. Be proud of your product and promote its uniqueness. Ensure you are emotionally sound and stable. Your timing must be impeccable; ask open ended questions that will lead the customer’s needs to the product or service you want to upsell. Don’t give up, follow up and follow through.

What else that needs to be understood the Value: Educating oneself about the products or services you're selling and understand the value they provide to customers. Practicing upselling and cross-selling pitches until one feels comfortable and confident delivering them. Paying attention to your customers, by actively listening to them. Starting Small, familiarizing myself with success stories or case studies related to upselling and cross-selling within the organization. Setting achievable goals for yourself when it comes to upselling and cross-selling, constructive feedback can help.

I’m not a salesperson but I’ve led teams to be industry leading in sales. Sales is about relationships. Taking the time to understand your strengths and leveraging those to build relationships before, during and beyond transactions makes selling come easy. You can build relationships by getting to know potential customers as people first, educating them and interacting person to person. They will understand how you can serve them, your personal brand, your intentions and your offerings. If they have a need they will ask you how they can work with you. Relationships are the foundation that creates trust, understanding and a mutually beneficial win.

When upselling / cross-selling relationship and knowledge is key. This creates trust and you approach all customer interactions as a trusted advisor. Know what they need and how you can meet those needs (what products can you offer them) It’s your job to know how they can benefit from what you have to offer. Then ask and remember, you are doing them a favor as well. If your clients know you have their best interest at heart, they will listen to your suggestions and consider the purchase.

Use your selling technique and knowledge of all your products to overcome the fear and prepare yourself for whatever question or arguments come up while upselling or cross selling.

Ask your company what data solutions that they have in place to help you. Most companies are wanting you to be the quarterback but your blindfolded. With PartnerTap, your fear is going to disappear because you will not only know which customers need what upsell/cross sell but you’ll be able to proficiently sell them!

Todos los vendedores; todos, incluso los más exitosos, la palabra que más escu han es "no". Sobre el "no", debes construir, aprender, sacar conclusiones. Fuera miedos, fuera recelos. Mucho mejor un rotundo y clarificador "no" que un confuso y caro silencio.