Ed Del Grande, a master plumber and a how-to expert for Kohler/Sterling, poses with a new showerhead for a customer. Del Grande says it should be easy for plumbers to upsell services at the right time. (Photo courtesy of Kohler/Sterling Co.)
For some plumbers, upselling is a dirty word that evokes images of overzealous contractors forcing unneeded products on unwary customers. Or of wasting valuable time playing salesman instead of moving on to the next job.
But savvy plumbers know that tactful upselling can benefit...
