And So It Flows: Guide, Don't Sell

Upselling is often seen as a bad word in this business, and even the antithesis of why many people joined the trades. Editor Kristen Bayles spoke with Blake Turner, master trainer at Nexstar, to discuss the misconceptions surrounding "upselling," and how through a few simple steps — focusing on communication, presenting options, and helping customers make informed decisions — contractors can improve both the customer experience and their business outcomes, without ever feeling like a salesperson.