Nine times out of ten prospects come to your organization to seek a solution to a problem or need. By doing so, they place a certain amount of trust in you and your judgments. They trust that you can alleviate their problems, address their needs and sometimes suggest an alternative plan of action.

​Whenever I come across an Upsizing PRO! customer that is still having problems with upsizing to SQL Server, they probably need some help beyond what our program can provide. So I always tell them about how SSW has upsized smoothly for many clients and that we can help them. Though this example may not come across as an up-sell, little suggestions like these could bring you more consulting but it shows that you're on the ball and looking out for your customers' needs. Customers normally appreciate this sentiment. You need to remember that prospects don't always know exactly what they want or need and that's exactly why they've gone to the experts - YO.U