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CORPORATE PROGRAMS

Upselling and Cross-selling Skills

Upselling and cross-selling is an incredible opportunity for outside sales teams and neglecting them can be detrimental.

Study Type
Offline & Online
Duration
HRDF Claimable
Language
HRDF
Non-Claimable

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When many companies are looking to grow their revenue, they often turn to marketing to bring in new leads and encourage sales to find more prospects.

However, many of them fail to reach out to their most powerful growth prospect of all.

It’s important to not ignore your most valuable potential market when expanding your business: your current customers. Upselling and cross-selling is an incredible opportunity for outside sales teams and neglecting them can be detrimental.

Considering that acquiring a new customer is 5-25 times more expensive than keeping a current one, working on upselling and cross-selling is a far more profitable way to grow your business.

Upselling and cross-selling is a way to get ahead of competitors and increase the value of your customers. It is the perfect way to meet your revenue goals in a way that profits your business the most.

 

WHO SHOULD ATTEND

Frontliners and Outlet Managers

LEARNING OUTCOMES

At the end of this training program, participants should be able to:

  • Think creatively about a client’s needs and identify a broader range of opportunities
  • Gain higher and wider access into a client portfolio
  • Position a cross-sell idea more effectively
  • Sell deeper into a client organization by more effectively engaging executives in strategic cross-selling and upselling dialogue
  • Shortened sales cycle and more closed sales

 

COMPETENCY ENHANCEMENT AREAS

Knowledge Skills Attitude
  • Understand the difference between upselling and cross-selling
  • Apprehend the right timing for upselling and cross-selling
  • Comprehend the reason why upselling and cross-selling failed in some situations
  • Identify the implementation of upselling and cross-selling in the process of purchase cycle
  • Recognize the best potential upselling and cross-selling scenario and customers
  • Implement upselling and cross-selling techniques
  • Without feeling hesitation when upselling and cross-selling to customers
  • Change the perspective of upselling and cross-selling as a means to add value to customers’ purchase
  • Get rid of the fear of losing while upselling and cross-selling

PROGRAM OUTLINE

WHAT YOU'LL LEARN: DAILY SCHEDULE

  • Understand sales as an advanced type of service
  • The difference between upselling and cross-selling
  • Get rid of the “stigma” of sales
  • How upselling and cross-selling can manifest itself in a customer’s lifecycle
  • Behavior Focused Sales Strategies
  • Understanding Personalities and Behaviors in Different Sales Situations
  • Develop Relationships To Influence Clients Buying Behavior
  • Ways to Get Customers Attention And Action
  • Identify the potential upselling scenarios
  • Recognize the right-timing of upselling
  • What are the problems faced when upselling?
  • Conduct an upselling sales conversation

 

  • Create a natural, conversational bridge to the offer
  • Recognize the right-timing of cross-selling
  • The potential cross-sell affinity items within your solutions
  • What are the problems faced when cross-selling?
  • Ways to work through your sales reluctance
  • How to become an “expert” source for your clients
  • Start To Employ Cross-Selling And Up-Selling For Win-Win Results
  • Set up a forward looking sales strategy