473: Mastering the Upsell (with Victor Antonio)

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On today’s episode of The Brian Nichols Show with sales legend and author. Victor Antonio:

“The job of the salesperson is to sell value. So, if somebody questions what they’re selling us, you mean, “I should go back and sell them more?”

No, we don’t go back and sell more, we go back and help more, we add more value to what we’ve already sold.

If you’re selling something that’s worthwhile, why not keep selling them more of it? If it’s helping their business grow, value for value, there’s people who are willing to pay what you have to offer.” 

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