You want more business from existing accounts but you don’t want to sound pushy. This leaves you with two options:
- Blurt out an awkward ask, or
- Sound like Tina on Bob’s Burgers (Google that cultural reference)
Most solo sellers avoid this conversation entirely.
Why?
Because it feels uncomfortable.
But here’s the shift:
You’re not asking for more business.
You’re offering more help.
There’s a big difference.
The awkwardness comes from making it about you:
“Do you have anything else I can quote on?”
That puts pressure on the customer—and often leads nowhere.
Instead, make it about them.
Try:
- “What’s coming up that you haven’t figured out yet?”
- “Where are you running into challenges?”
- “What are you trying to improve this year?”
Now you’re not asking for work.
You’re exploring opportunities.
This is what people are really looking for when they search how to upsell and cross-sell to existing customers in B2B sales.
And here’s what happens when you do it right:
- You uncover needs they hadn’t connected to you
- You position yourself as a partner, not a vendor
- You naturally expand the relationship
The key is intent.
If your goal is to “get more,” it feels awkward.
If your goal is to understand more, it feels natural.
And ironically, that’s what leads to more business.
And by the way, I’ve helped you with this sales tip. Can I offer you more via The Sales Vault?
