Operationalize the upsell process in eight steps

Description:

The image is a PowerPoint slide titled "Operationalize the Upsell Process in Eight Steps," which outlines a strategic approach to increasing sales by offering additional value to existing customers. Each of the eight steps is a phase in the upsell process:

1. Be Clear On What Success Means For Your Customer: 

Define what a successful outcome looks like from the customer's perspective.

2. Goals Setting With Your Customer: 

Collaborate with the customer to set goals that the upsell can help achieve.

3. Benchmarking: 

Measure current performance against a standard to identify improvement areas.

4. Identify Success Milestones: 

Determine key milestones to gauge progress toward the upsell goals.

5. Design Journey: 

Craft the customer journey that includes the upsell at strategic points.

6. Peg Upsell Opportunities: 

Identify specific opportunities where an upsell is appropriate.

7. Offer To Present: 

Prepare the actual upsell offer to present to the customer.

8. Present The Offer At The Right Time: 

Choose the optimal moment to present the upsell offer to the customer.

Use Cases:

This slide serves as a guide for structured sales enhancement and can be tailored to fit the presenter's needs to engage their audience. Here's how this framework could be applied across different industries:

1. Hospitality:

Use: Enhancing guest experience with additional services.

Presenter: Sales Manager

Audience: Front Desk and Reservations Team

2. Software-as-a-Service (SaaS):

Use: Increasing subscription levels with additional features.

Presenter: Account Manager

Audience: Existing Customers

3. Automotive Sales:

Use: Selling additional features or services post-car purchase.

Presenter: Sales Consultant

Audience: Car Buyers

4. Telecommunications:

Use: Upgrading customer plans with added benefits.

Presenter: Customer Service Representative

Audience: Current Subscribers

5. Insurance:

Use: Offering more comprehensive coverage plans.

Presenter: Insurance Agent

Audience: Policyholders

6. Real Estate:

Use: Upselling property management and additional realty services.

Presenter: Real Estate Broker

Audience: Property Owners

7. Retail Banking:

Use: Offering premium account services or higher-tier credit cards.

Presenter: Personal Banker

Audience: Account Holders