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.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on September 14, 2021.
Call 1-866-352-9540 for further credit information.
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Craig Harrison
Expressions of Excellence! (TM)
- Founder of Expressions of Excellence!™, a full-service training firm helping sales and service professionals engage and express, sell, and excel in the marketplace
- Coaches organizations to tell their and their client's success stories, design and deliver great customer experiences, and communicate for success
- Author of Stellar Service: Merge NOW with WOW to Win Customers for Life! (www.mergenowwithwow.com)
- Author of the Good, Better … BEST! series of books on communication and leadership, a pocketbook on leadership, three tips booklets, a CD, and hundreds of published articles on sales and service, communication, leadership, excellence, and more
- Founding president, dean emeritus of the Speakers Academy of National Speakers Association — Northern California chapter
- Instructor, University of California Santa Cruz, Silicon Valley Campus since 2001
- Interviewed John Wooden, Chesley “Sully” Sullenberger and Harvey Mackay, and has been interviewed by 60 Minutes, BBC Radio, and Financial Times of London
- Clients include Pfizer, McKesson, Plantronics, ATT, headsets.com, U.S. Army, nolo.com, Hilton Hotels, dozens of national and regional associations including NSA, MPI, CalSAE, HSMAE, CIBC, HDI, PMI, NAPO, NACE, and SGMP
- Senior consultant, www.TheConsultingTeam.com, facilitating positive change
- Can be reached at 510-547-0664, [email protected], or www.ExpressionsOfExcellence.com
Add to Wishlist
More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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