Product upsell increases 90.3%
The client is a residential energy and home services provider is in a mature, commoditized market and has been looking for growth opportunities. The company wanted to create a sales approach that helped its sales agents have a value-based conversation with customers which would make it easier to capitalize on the upsell/cross sell of ancillary services. These services represented critical revenue growth opportunities for the business, but sales results historically have been poor.
The company did not have a defined selling process for the sales agents to follow. As a result, the methodology varied widely between individual sellers and the customer experience was inconsistent.
The following steps were taken to build and activate a new customer conversation: