Increasingly, organizations look to their service teams for
a reliable source of sales revenue. But service
professionals resist selling – even if it’s called “upselling”.
They see themselves as problem solvers and advisors and do
not want to be perceived by their customers as having a
UpSolving is not upselling.
With upselling, the service professional is asked to play
the role of part-time salesperson with a definite, and
sometimes conflicting sales agenda. With UpSolving, the
service professional is an advisor and business consultant
who always focuses first on fixing the customer’s problem.
The UpSolver knows, though, that the best solution
often includes a new product or upgraded service.
In this webinar, Randall Murphy, founder and president of Acclivus R3 Solutions, shares the key elements of groundbreaking research and details what the research reveals.