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Product ID: 409032EAU
 
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Upsell and Cross-Sell Strategies That Work

OnDemand Webinar (60 minutes)

Learn strategies for effective cross-selling and upselling to earn more revenue from existing customers.Your customers have many needs - that they know about and that they've yet to discover: immediate problems and future needs. Luckily, you have solutions for each. Your key: the ability to upsell and cross-sell. If you're not upselling and cross-selling, you're actually delivering bad customer service. In addition, as a salesperson, you're leaving money on the table. This material will build your skills and confidence as well as teach you the phraseology and strategies to better sell and serve your customers through upselling and cross-selling. Replace dread and self-consciousness with confidence and credibility to effortlessly add on more sales to your customers' orders and boost your bottom line.

Authors

Craig Harrison, Expressions of Excellence! (TM)

Agenda

A Tool in Your Sales Kit

• Upselling and Cross-Selling as Forms of Both Sales and Service

• Why It's Not Smarmy, Shameless or Manipulative

• Leverages Listening Skills and Your Experience in the Field

The Set-up

• Knowing Your Product and Service Line

• Understanding How Products and Services Complement Each Other

• Mind-Mapping Your Product and Service Lines

• Analyzing Past Sales Trends in Your Organization; Recognizing Migration Patterns of Customers' Purchases

Upsell and Cross-Sell Techniques

• Selling Points

• Value

• Economies of Scale

• Avoiding Future Pain

• Saving Time and Money

• Metrics

• Growing Ongoing Relationship: Trust, Growth, and New Frontiers