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Just yourself? Learn about our highly effective and rewarding One-on-one Sales Coaching program: Tiger Woods has a coach - shouldn't you? |
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Cross Selling Skills TrainingTop Line Growth by Selling to Existing CustomersAs business people focused on organic growth, a recent
marketing study reported on sources of profit as follows:
At the conclusion of this cross selling skills training participants will be able to:
We have all heard the adage, "the easiest place to make your next sale is where you just made a sale." Add on sales, when done naturally and within the context of the call, creates a true win/win outcome. The CSR or customer contact person gets the quick rush of success, the company gets a high ROI cross sale and the customer is satisfied with the value added relationship. In a true partnership understanding, customers expect add on or cross selling from representatives when it will meet their needs. Resistance sometimes is experienced when the cross sale doesn't match a buying motive of the client. The challenge in training client contact personnel is to quickly qualify the client and match a cross or add on product or service that will meet the client's needs. Effective "thinking on their feet" displayed by many successful cross selling professionals is a learned skill through training, preparation and practice. Also an important factor in successful cross selling training is a compensation or recognition plan that rewards the desired behavior. In many cases customer contact people will not make the effort if they don't understand what is in it for them to make the effective cross sell proposition. |
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Get more details on Cross Selling Training |
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