How to make a good upsell

Thanks to cloud services, my hardware needs have shrunk substantially in recent years. This makes it easy to┬ápace and plan hardware upgrades for what little hardware I have left. However, reality sometimes gets in the way. Yesterday, my wife’s laptop died so I had to take immediate action. It was a lesson in fulfillment, point […]

*Which* fries do you want with that?

photo credit: Derek Purdy So I’m on Amazon to pick up a copy of “Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives“. Like any good salesperson would, the Amazon cart reminds me… “Wait! You need to add $5.23 to your order to qualify for FREE Super Saver Shipping”. Fair enough. But […]

Don’t Shoot the Photographer

photo credit: freeparking Last week I was talking with some friends about shooting weddings. Everyone in the conversation has a strong interest in photography, often concentrating on different subjects and all are at different stages in their photography life. One of the guys mentioned that there was a nationwide event called “A Million Little Pictures” […]

Coffee: The new “Do you want fries with that?”

photo credit: Jsome1 Anyone who has studied business or marketing for any period of time has looked at the impact that one sentence has had on McDonald’s. It gets used in sales training every single day because almost everyone is familiar with that upsell. In some cases, it has become a punch line. The increment […]