The rep agrees, and the assistant immediately surfaces a targeted product recommendation — a Wi-Fi density plan — tailored to Avon Financial Services' situation. When the rep asks about their most recent order, the assistant provides the full details: two Acme firewalls, one Acme switch, and additional items totaling approximately $79,600. In the space of a few exchanges, the rep now knows who his most at-risk customer is, why they're at risk, what their recent purchasing history looks like, and what to propose when he walks in the door.
Step 3: Finding a Happy Customer for an Upsell Conversation Switching gears, the rep asks the assistant to identify a customer at the other end of the risk spectrum — someone he can have a positive, growth-focused conversation with.
Rep: Who do we have with the lowest churn risk around there? I'm looking for a happy customer — who's that? Agent: One of the lowest churn risk customers nearby is Avon Education. They have a very low risk score of 0.1. So they seem to be a happy customer.
The rep immediately pivots to opportunity: what can I sell them?
Rep: What can I sell to them if I'm planning to visit them too?
Agent: For Avon Education, you could propose a firewall refresh or offer a Wi-Fi density plan.
Two concrete, relevant recommendations — ready to take into the meeting.
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