# Upsell technics and pitfalls - Source - [[book - The Trusted Advisor]] - Topics - [[topic - negotiation and sales]] - [[topic - mentoring, advising and coaching]] - How to - [[how to be a better advisor]] - [[how to be a better seller]] - Relevant notes - [[zt - be client focus]] remember that in all upsell scenario the customer is taking a risk for you. - Notes - This applies to partnerships - As a professional, you should show to clients potential opportunities to work together. You should do this only if it would be very unprofessional not to do so. - There are 3 possible options of upsell/cross-sell 1. **Expand** - Adding new service to an existing relationship - Talk with the new person who will deliver the new service and let them choose if they are qualified. Then go together to the customer 2. **Broaden** - selling the same service to a new client - the obstacles - the sponsor (existing customer) must understand the other person's business. - the sponsor must use credibility with the other person's business - The sponsor will think "What's in for me?" - the approach - The advisor must believe that not providing the help would be unprofessional and that the help of the existing client is needed to ensure that the client organisation gains in the significant benefits at stake. 3. **Diversify** - selling a new service to a new client - very very hard - Needs lots of work before it happens - You must be fully convinced that there are no reasons NOT to do the deal - Bring everyone (i.e. you, your client, new prospect, new advisor) and show - all the parties invested serious time - the problem is well-understood - the expertise is real and known - everyone's interest is genuine - everyone knows everyone