Upgrade is in quotes because I don’t necessarily endorse the concept of “up-selling.” I do, however, endorse the practice of “selling right”. And if “right’ is “up”, I say go for it. I also endorse “selling down” if it is the right thing to do.
Bottom line: Sell right. And “right” does not mean “what is right for you”. It means “what is right for the customer”. This does not always translate to instant profitability either.
But over the course of the year, if the account remains profitable, maintain the relationship at all costs. If the account is unprofitable, it may be time to raise your prices or sever relationships with this particular customer.
Mike Marchev has lots more to share with you. Email him today to receive a Special Report titled, “THE BEST ADVICE I EVER GAVE TRAVEL PROFESSIONALS” at email@example.com Be sure to write the word “advice” in the subject box, and while you’re at it, include what you enjoy about reading Mike’s column.