Summary
Cross-selling and up-selling is a superb, cost effective way to increase the value of your services to the client, while increasing bottom line profits. But it needs a planned and structured approach.
This module will teach the skills needed to add value for your customers while increasing sales for the company.
Delegates will go away from the training with a new attitude toward selling, and the skills needed to be successful in cross-selling, up-selling and overcoming resistance.
What we will cover
- Analysing your current customers and identifying opportunities to cross-sell or up-sell
- Creating ‘Strategic Client Account Plans’ for your key customers
- Matching customers’ needs to the additional products and services that you offer
- Understanding what makes people buy
- Listening out for cross and up-selling opportunities
- Effective questioning techniques to create sales opportunities
- When and how to cross-sell and when to up-sell
- Understanding Features and Benefits and how to use them to create interest
- Overcoming objections and resistance
- Using your body language, tonality and voice to your advantage
By the end of this course you will:
Build an effective business
development plan and sales strategy
Understand the key selling and
prospecting skills required to develop
new business and network
Manage your time effectively and
present yourself in a professional way
