Course Overview
This course will improve a team’s ability to introduce new products or services to customers and to close more sales. It is a fully customized Cross Sales and Up Selling course. Participants will learn and develop new approaches, language and sales skills to build rapport with the Customer, to introduce products/services, to sell the benefits of these to Customers and to sell successfully for revenue maximization.
Course Outline
Purpose with the customers
Clarify the business purpose and team purpose
Cross Sales or upselling
The goals and benefits cross selling to customer and to the company
Goals on each sale call
Building customer loyalty by meeting and exceeding expectations
Adding value to the customer by cross selling
Introducing new products; Increasing sales for the company
Improving the structure of the sale process
Ensuring that the ‘position’ of the sale call & the relationships are better placed to make cross sell and upsell easier
Building rapport with customers
Core skills to improve a conversation so that it can lead up to cross selling
Listening skills, using customer's name, good questioning, positive language
What are the products?
Refresh the product knowledge
Products offered & the benefits of each for customer groups
Core sales skills
Positive confident language
Good language to sell the value of the product
Gaining agreement and positive closes
Role-play & record to improve skills
Approach for their typical scenarios
They role-play, record, play back and improve the calls
Improving each section of the sale
Motivation to succeed
Self motivation to enjoy success and improve
