How do you message and sell most effectively in the upsell situation, when you need to convince existing customers to migrate to higher-value solutions or services? New research reveals that a unique buyer psychology defines this critical “Why Evolve?” moment.
Join Tim Riesterer, co-author of The Three Value Conversations, as he reveals this new research that addresses how to tell a convincing story when upsell opportunities are on the line. Conducted with professor Nick Lee from the Warwick Business School, the research covered in this session will help you:
- Understand the unique buyer psychology of the upsell situation
- See the new tested, proven framework that involves both disruptive and protective elements
- Learn how to make sure your messaging and skills succeed in the all-important “Why Evolve” moment