Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
In-House Training
Excellence in Training
MS08E
Effective Cross And Up Selling Add value for your customers and build loyalty with effective cross and upselling techniques
Overview Acquiring new customers requires time and effort, but once on board they create excellent opportunities for cross-selling
and up-selling. The more products or services customers buy from a company, the more likely they are to stay with that company. If you want to add value for your customers and to build loyalty while improving sales this course is for you. Participants will leave this course with a new attitude toward
selling and the skills to be successful in cross selling, upselling and overcoming resistance. Customers will feel served not sold to.
Primary Objectives & Benefits This workshop will help participants to: 1. Sell without feeling pushy or being aggressive. 2. Identify win-win opportunities.
3. Listen more acutely to spot opportunities that add value. 4. Recognize how customer information is important for the sales process. 5. Discuss how and what information about a customer can and should be obtained. 6. Define the techniques of cross selling and up selling.
Who Should Attend?
7. Define the necessary competencies for successful cross and up selling. 8. Identify the most feasible time for cross and up selling.
All individuals and teams involved in sales
9. Discuss why cross selling and up selling fails.
Excellence in Training
MS08E
Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
Effective Cross And Up Selling Add value for your customers and build loyalty with effective cross and upselling techniques
Module 1 - Bringing Value To Customers
Module 2 - Adding Value Through Cross Selling
Key to successful customer relations
Identifying the types of cross selling
Value from cross selling overview
Understand why people buy
Value to customers from upselling overview
Listening for cross selling opportunities
Matching features and benefits to customer
Creating opportunities
needs
Bridging the offer Questioning skills
Introducing benefits Gaining customer commitment
Module 3 - Adding Value Through Up Selling
Module 4 - Overcoming Resistance
Increasing the value of customer orders Upgrading the product or service ordered Understand when to upsell
Understand why customers resist
Learning when to overcome resistance How to handle customer resistance
Questioning to understand customer needs
Introducing benefits
Clearing up misunderstandings
Overcoming clients delays
Gaining customer commitment
Program Highlight Duration: 3 days Date: To be Agreed with the Client Organization
Timing: 8:30 am to 2:30 pm daily Venue: Suitable & fully equipped venue (to be provided by Customer)
Notice required: 10 working days
Language: English Material: Participants will be provided with high quality handouts Certificates: Certificates of Achievement shall be provided to participants upon successful completion of the training program Fees: Inclusive of facilitator’s fees, materials and certificates