Successful Cross-selling
When one is not enough
Session Objective
This session enables learners to gain a greater understanding of cross-selling techniques and how to avoid the trap of simply pushing more products by focusing on the needs of the customer and their consumers. They will understand the importance of finding the right balance in order to make cross-selling a key component of sales success
Session Content
-
What is cross-selling?
-
Why cross-selling is relevant in todays marketplace
-
Becoming a boundary crosser
-
Principles of cross-selling
-
Understanding your customers needs
-
Understanding the consumers journey
-
Keep it natural – the importance of synergy and integration
-
Medium v message
-
Types of cross-selling
-
Using multiple levels of engagement to create motivation
