How to answer this Behavioural interview question about Upselling for Mid-Level Account Executive?

Can you describe a time when you successfully upsold a product or service to an existing client?

Account Executive

Behavioural

Asked at

Oracle

Difficulty :

Medium

Explanation

This question assesses your ability to identify opportunities for upselling and execute them effectively. Recruiters evaluate your understanding of client needs, sales techniques, and ability to present additional value. Common pitfalls include failing to describe the specific upsell strategy or not providing measurable outcomes. A strong answer includes a clear example, the steps you took, and the results achieved. Preparation involves reflecting on past upselling experiences and understanding client pain points.

Answer Example

In a previous role, I identified an opportunity to upsell a premium analytics package to a client who was using our basic service. By demonstrating how the premium package could address their pain points and improve efficiency, I secured the upsell, increasing their annual spend by 25%. This also strengthened their trust in our solutions.

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