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Questions that Sell, 2nd Edition by Paul Cherry

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CHAPTER

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16

Upselling and Cross-Selling Questions

Stop Leaving Money on the Table and Get Your Full Share of the Customer’s Business

CONSIDER THIS REAL-LIFE scenario:

I was consulting with a tire wholesaler, which worked with agricultural equipment dealers. These dealers have a lot of inventory sitting on their lots. One way to move that inventory is to configure it to meet the needs of a specific buyer. For example, a farmer may grow alfalfa, but the dealer has a tractor that’s set up for corn farming. By switching out the wheel sets—a relatively inexpensive modification—the dealer can set up the tractor for alfalfa and close a sale.

New wheel ...

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