Up-Selling & Cross-Selling (2 day course)

If you and your employees arent trained in effective ways to up-sell, the chances are that you either offend customers by being too pushy, or leave money on the table that customers would have willingly spent with you. Either option is costly.

Overview:

The best part of up-selling is that its practically effortless. Since its done after the customer has decided to go ahead with a major purchase, the hard part of the sales
conversation has already been done. Youve already established rapport, identified needs, summarised, presented benefits, asked for the order and handled objections.

Upselling is just presenting the information in a "by-the-way" assumptive manner. Cross-selling and up-selling are valuable business tools, but many customer service professionals are reluctant to add these tools to their repertoire because of the stigma associated with selling and lack of formal sales training.

Suitable for:

Anyone in a sales role who needs to learn how to increase revenue from current customers by up-selling and cross-selling

The Programme Topic Areas are:

• Get past the stigma of sales
• Work through your sales reluctance
• Take a proactive approach with service selling
• Do your homework - become an expert source
• Use your listening skills to identify customer needs
• Employ cross-selling and up-selling for win-win results
• Practice and perfect selling skills
• Focus on the customer, not the sale
• Set up a forward-looking sales/service strategy
• Start slowly to build your abilities and confidence
• Overcoming sales reluctance
• Summary & action plans agreed