Sales Cycle: Up Selling/Cross Selling

Module Objectives:

• View closing as a window to more sales.
• Introduce additional products and services seamlessly.
• Identify cues to determine which add-ons to suggest and when to suggest them.
• Anticipate and answer objections to cross selling positions.
• Turn client objections into up-selling, cross-selling opportunities.
• Analyze products and services to determine new and creative relationships.

Field Work:

• Identify two additional products/services to sell three accounts.
• Rate the strength of these opportunities for each target account based on previous conversations with them.
• Design three FAB statements for all three accounts and present them during the week.

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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