Up-Selling & Cross-Selling

Have you ever closed a big deal, only to come away with the nagging feeling that there was something you missed — that somehow the sale could have been even better? The truth is, these days most companies offer whole families of products and services, and the truly effective sales professional knows that tapping into these secondary opportunities is the key to lasting sales success.

In our two-hour Up-Selling Cross-Selling sales training workshop, you will learn proven strategies to close more deals at better margins by knowing when and how to take advantage of up-selling and cross-selling opportunities. This highly interactive sales training seminar provides a complete set of tools to help you transition creatively between related and even unrelated products. Our senior-level sales training instructors know the importance of product and service connectivity, and they will provide you with personal coaching and hands-on practice in a set of skills that will help you take your sales to the next level.

On-Site Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the client's choice. Many of the skills learned in this class are also covered in our Outcome Selling program.

Objectives

Participants will learn to:

• View closing as a window to more sales
• Develop transitional techniques in order to introduce separate products and services seamlessly
• Identify cues to determine which add-ons to suggest and when to suggest them
• Anticipate and answer objections to strengthen cross-selling positions
• Consider buyer motivation in order to focus on features, advantages, and benefits that buyers care about
• Turn client objections into up-selling and cross-selling opportunities
• Analyze products and services to determine new and creative relationships
• Synthesize sales experience to expand future up-selling and cross-selling opportunities

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