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Just yourself? Learn about our highly effective and rewarding One-on-one Sales Coaching program. |
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Cross Selling Skills TrainingHow to Sell Additional Services to Existing CustomersMajor focus:
As business people focused on organic growth, a recent
marketing study reported on sources of profit as follows:
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 professional 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 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 customer. The challenge in cross selling techniques training is to have the customer contact person quickly qualify the client and match a 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 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:
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Get more details on Cross Selling Techniques Training |
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