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will work,” explains Edmonds. “I have one client who wanted to start out at $750 per month and I thought at least $1,200 was needed for effective advertising. The customer went for the higher buy. It worked, and now that company is a really solid account, spending around $3,500 per month. “Sometimes upselling and creating


greater value for a customer doesn’t have to do with up-front costs but, instead, deals with customer concerns and fears,” Edmonds points out. “For example, we produce commercials for our clients, and the cost can range from $350 and up per spot. We had an attorney who was really hesitant about local cable advertising and con- cerned about getting lost in the clut- ter with mediocre commercials. We took the time to address all his pro- duction concerns and produced two spots for him, and now he’s spending $5,000 a month. But we wouldn’t have


VIDEO: HOW TO CRUSH YOUR SALES QUOTA WITH EFFECTIVE COACHING


gotten to that point if we didn’t add value and upsell the package by ad- dressing and eliminating the concern about production quality.


“The only way you can succeed in upselling is to believe 100 percent


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in what you’re doing, think ahead, service your clients, and create relationships that are sincere,” says Edmonds. “If you’re constantly wor- ried about making your quota, don’t even bother to try.” 


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