Sales representatives of any organization are consumers as well, and as a consumer, we always know and often don’t like when we’re up-sold on a product that we buy. Sales reps often get pushy in a hope to maximize or achieve their targets, but it often frustrates the customer.

Research shows that more than 57% of people are more likely to purchase from a sales reps that doesn’t try to pressurize or hassle them while following up. But it is equally true that cross-selling and up-selling are extremely important for organizations to improve their revenues. Amazon, an online retail giant gets 35% of its revenue through cross-selling campaigns. The purpose of cross-selling and up-selling is to actually improve customer experience and this can be achieved through the application of right tools.

CPQ tools like DriveWorks can actually work in favor of sales reps and customers in many ways and can boost the overall revenue for the organization.

DriveWorks actually streamlines business processes, guides customer to purchase the product and eventually helps the sales team to perform better. It enables the manufacturer to develop an online configurator that can bring benefits in number of ways including:

Built-in Up-Selling Opportunities

With the DriveWorks online configurator, all the products and accessories are integrated. Once the sales team develops a quote for the product, the tool can be configured to suggest related accessories and product automatically. This feature ensures that the sales reps need not require searching the company catalog to suggest relevant product or accessory. Since relevant products are suggested automatically, the representative is not required to gain in-depth knowledge of each product to suggest add-ons. It also enables the representative to suggest the most relevant and comprehensive solution to the customer.

Real Time Pricing Information

The configurator provides up-to-date information on pricing and hence allows sales reps to sell the product with confidence and maintain transparency with customers. It further helps in establishing a trustworthy relationship with customers and enables the reps to up-sell add-ons at multiple price points to exactly meet customer requirements.

Accurate and Quick Quotes Generation

Since the pricing information is available in real-time, it is possible to accurately quote the customer and that too quickly. DriveWorks thus enables the sales team to avoid quoting customers with inaccuracies that can lead to dissatisfaction. Since the entire quotation process is automated, the representative is not required to perform a lengthy research to get accurate quotes.

Final Thoughts

Cross-selling and up-selling opportunities are extremely important for companies to maximize revenues. However, for sales reps, the challenge is to keep customers from any hassle while pitching for add-ons that can add value to whatever they are actually buying. This is where CPQ solutions like DriveWorks can be actually helpful. Apart from streamlining business processes like quote generation and design development, the tool can be utilized by sales team for effective up-selling.

The ability to automatically suggest relevant products or accessories empowers sales reps to confidently suggest for add-ons to enhance the value of the overall purchase. From the customer’s standpoint, it is easy to opt for additional accessories without actually getting frustrated from the pressure of sales reps.







