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Sales Cycle: Up Selling/Cross Selling
Module Objectives:
- View closing as a window to more sales.
- Introduce additional products and services seamlessly.
- Identify cues to determine which add-ons to suggest and
when to suggest them.
- Anticipate and answer objections to cross selling
positions.
- Turn client objections into up-selling, cross-selling
opportunities.
- Analyze products and services to determine new and creative relationships.
Field Work:
- Identify two additional products/services to sell
three accounts.
- Rate the strength of these opportunities for each
target account based on previous conversations with
them.
- Design three FAB statements for all three accounts and present them during the week.
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