| COURSE : CROSS SELLING AND UP SELLING COURSE | |
|---|---|
| Course Overview | Successful sales people always Cross & Up sell to increase sales AND give the customer the best solution possible.Please remember that the key to successful cross-selling and up-selling is to focus your efforts on meeting the customer’s needs, rather than simply pushing more products and services.Post expert recommendations. One way to facilitate cross-selling and up-selling success is to state specific recommendations from professionals, experts or other customers to match information the customer has already given you. |
| Training Duration | Total Training Hours : 28-30 Hours Training Duration : 1 Week Total Training Days : 4-5 Working Days |
| Training Schedules | Weekdays (Sunday to Thursday)Regular Sessions : 4 Hrs Per day WeekEnds (Friday & Saturday)Fast Track Sessions: 6-8 Hours per day |
| Certifications: | Weekdays (Sunday to Thursday)Regular Sessions : 4 Hrs Per day WeekEnds (Friday & Saturday)Fast Track Sessions: 6-8 Hours per day |
| Tests | Yes |
| Learning Aids | Yes |
| Course Material | Hard & Soft Copies of Study Material |
| Language of Instruction | English |
| Instructor Helpline | Yes 1. Email 2. Social Media (For Emergency requirements) |
| Registration Requirements | 1. Passport Copy 2. Curriculum Vitae 3. Passport size photographs 4. Course Fee |
| Mode of Payment: | Cash / Cheque / Credit Card / Bank Transfer. |
| Eligibility Criteria (Who should attend this training) |
All sales and marketing officers Aspiring students for the career in Sales and Marketing |
| Course Benefits |
Understand sales as an advanced type of service Recognise buyer needs Listen for or create opportunities to cross-sell Create a natural, conversational bridge to the offer Have more confidence Overcome resistance in a positive way Close more business |
| Course Contents / Outline |
Introduction Define cross-selling and upselling Articulate how cross-selling and upselling can manifest itself across a customer lifecycle Describe basic principles associated with cross-selling and upselling Exercise: Introductory Positioning and Challenges Identifying Cross-selling and Upselling “Solutions” Identify potential cross-sell affinity items within your “solutions” Identify common upsell situations within your environment Articulate a process for identifying and evaluating cross-selling and upselling potential Identify Offerings and Accounts/Units Rate Each Fit Identify Upsell Scenarios Identify Potential Cross-sell and Upsell Opportunities (White Space) Define key terms related to white space analysis Describe and contrast the process for identifying potential XSUS opportunities in: a strategic, assigned account a defined territory Explain when white space analysis is optimally applied within the customer lifecycle Exercise: Conduct White Space Analysis Prioritize the Portfolio and Select an Opportunity Formulate criteria for prioritizing white space opportunities Create a prioritized portfolio of opportunities (select an opportunity) Determine Criteria and Prioritize Opportunities Conduct a Cross-selling and Upselling Sales Conversation Contrast cross-selling (XS) actions to take for proactive engagements versus reactive ones Contrast upselling (US) actions to take for proactive engagements versus reactive ones Describe a process for preparing questions for XSUS sales conversations Prepare for a Cross-sell / Upsell Sales Conversation Conduct a Cross-sell / Upsell Sales Conversation Create Early and Late Interest in Cross-sell and Upsell Offerings Describe elements of effective demand creation messages Create messages intended to stimulate interest in cross-sell or upsell (potential) opportunities Describe how cross-sell or upsell capabilities might be positioned to address implementation issues Describe how post-sale sales resources can identify and create interest in potential cross-sell or upsell opportunities Discussion: The Roles and Actions of Post-Sales Resources Getting Started Describe the activities for applying cross-selling and up-selling back in their daily routine Record actions to take to personally reinforce and execute cross-selling and up-selling Discussion / Exercise: Turn Lessons into Actions
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