Use Cross Selling skills for top line growth and to maintain market share

As business people focused on organic growth, a recent marketing study reported on sources of profit as follows:

60% from existing customers.
30% from targeted new or prospective customers.
10% from business marketing in general.

After learning about cross selling skills techniques participants will be able to:

Use value proposition techniques to test for acceptance: need, interest, indifference
Understand motivational needs of customer segments
Describe an effective cross selling system
Ask effective on-target qualify questions
Listen and quickly match a need with a cross sell product or service
Apply one or more of the six modern influencing techniques
Gently refocus resistance to a cross sell
Know when to offer advise or suggestions even if not tied directly to a cross sale product or service

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 is experienced when the cross sale doesn't match a buying motive of the client. The challenge in cross selling techniques training is to have the customer contact person 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 techniques 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.

Delivery methods:

Instructor lead on-line training
One-on-one coaching
National / annual associate meeting topics with break out sessions
Classroom instruction emphasizing technique practice with role-plays and case studies

Cross Selling Skills Training

Top Line Growth by Selling to Existing Customers

After learning about cross selling skills techniques participants will be able to:

Get more details on Cross Selling Techniques Training