Another example would be to offer execution services to go with strategic consulting. Teach your reps to limit their upselling and cross-selling efforts to only a few items that provide clear benefit to the customer. As they work with the client and build a long-term relationship, more opportunities to sell additional products or services will naturally arise. Equip your salespeople with effective maps to help them choose what services and products to offer to which customers—at every level of the customer journey.
Map complementary options by analyzing the purchase history of your current clients and categorizing by customer segment and products or services purchased. In addition, your sales reps, account managers, and customer service reps should all be familiar with your offering or product catalogue.
Upselling and cross-selling often takes place at the end of the sales cycle, when buyers have already committed to the purchase. This strategy helps us partner with our clients to see where they are today, and create a plan to get them to where they need to be. Teach your reps to ask probing questions throughout the sales process, to identify the right products and services for them, as well as the right upselling and cross-selling opportunities.
Show your reps how to effectively use testimonials, case studies, and ROI calculations to demonstrate the value of additional purchases. They should also build value by taking a consultative sales approach. Create structured opportunities for customers to earn perks based on their buying patterns. Customers who buy more should get rewarded with more if that makes sense for your sales model. Value Statement Powerful in its simplicity, our value statement module gives sellers an easy way to frame an idea, insight, or position that resonates with customers and gets to the heart of what makes any statement persuasive — value.
This value statement can be used in many selling situations from prospecting to get an appointment, through persuasively positioning Leveraging Seniors Bringing in a senior executive can be very powerful in a meeting with a buyer. Credentializing Model It takes new prospects just a few seconds to form an impression about a seller when they first meet them.
Total Offer Your Total Offer consists of your core features and benefits and your value-added features and benefits. Sales Process and Verifiable Outcomes This module takes your sales process and puts it into action with best practices and dialogue skills around the key activities for each stage. Referrals and Networking Asking for referrals is perhaps the best way to get new business.
Gatekeepers Gatekeepers may look different today than they did in the past, but sellers still have to contend with getting past them to reach decision makers. Delivering Difficult Messages How you deliver bad news to a customer can either reinforce or sever the relationship. Functional Focus Different executives care about different objectives and outcomes. Positioning and Quantifying Value Not all buyers view value solely through a financial lens.
Social Selling Utilizing and participating in social platforms is proven way to sell today. Cross Selling and Upselling Expanding the deal size and increase the lifetime value of a customer comes down to surfacing needs — recognized and unrecognized — that the seller can help address. Sales Academy Training is not a one-time event, learn how we can help you develop a sales academy approach to support a long-term performance improvement plan.
Learn More. Connected Selling Curriculum Brochure Download. Get industry insights and stay up to date, subscribe to our newsletter.
Enter your Email. Brief: Engaging Healthcare Professionals with Agile Messaging Discover three ways sellers can deliver meaningful messaging to HCPs to gain access while staying in compliance. View All. Sales Technology We enable a comprehensive performance journey with thoughtful, intuitive digital learning modules, crm-enabled workflow tools, and online assessments.
Education - Training. Fraud Misclassified Duplicated Expired Offensive. If possible have a friend accompany you This site is never involved in any transaction, and does not handle payments, shipping, guarantee transactions, provide escrow services, or offer "buyer protection" or "seller certification". Seller's email address Close. Sell Your Items Online. Sign in to get more. Cross-selling allows you to service any additional needs of the client and decreases the need for your client to consider your competitor's products and services.
Cross-selling efforts are rewarded because customer retention increases dramatically when a customer purchases more than one product or service. Make sure you consider all the possible additional products you can sell when you are talking to every customer. This two day training program is packed with techniques for improving the most essential basic business writing skills as well as both verbal and non-verbal communication in general in addition to proper time management and general office organization techniques that will help administrative assistants, secretaries and office managers in performing their day to day tasks more confidently and professionally.
Read More. No matter who you are, we all have hours each week. Your ability to best utilize those hours will ultimately determine your success. Using self-discovery, hands-on activities and innovative concepts, throughout this high energy training program, participants will learn how to get better control of their time and their life in general. A highly engaging one-day training program packed with a plethora of fun activities and games focusing on the key characteristics of high performing teams.
The ability to handle yourself properly today can sometimes outweigh even your technical skills. The main focus of this one day tailored training program is to help call center agents reduce their AHT - Average call handling time by equipping them with the required call control and questioning skills.
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