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The Art of Up-selling
and Cross-selling
How to increase your profits with every
customer.
How many times have you talked
with a customer, trying to subtly convince them that they
need what you're selling? And how many times has the customer backed off the
sale?
The key to successful sales isn't just trying to get
people to "buy more." It's discovering what they need, pinpointing
how your company's products and services can fill that need, and
offering to help them come up with solutions that
will benefit them. This workshop will give you a variety
of ideas, tips and strategies for building your product
knowledge, identifying how your products and services can best benefit your customers, and conveying
those benefits in a positive, supportive manner.
Benefits of this program:
In just
a
half-day, you'll learn how to...
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Improve customer retention
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Build customer loyalty |
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Overcome customers' objections
without antagonizing them |
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Turn potential customers into life
long purchasers |
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Who will benefit:
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Receptionists |
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Frontline Customer Service Staff |
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Customer Service Help Desk/Chat Line
Professionals |
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Customer Service Managers, Supervisors, and Team
Leaders |
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As a result of this
training . . .
You'll learn how to take
full advantage of every "hidden" sales opportunity. Every time you speak
with a customer, you're in the position to make a sale. In this half-day
workshop, we'll show you how to take advantage of sales opportunities you
might not recognize and maximize your potential profit with every one of
your customers.
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Learn secrets of earning the trust of
potential
customers in just minutes! |
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Master critical strategies for improving
customer retention and
increasing repeat business |
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Discover the "magic" words and phrases that
will help
you overcome almost all customer objections |
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Receive tips for turning your Customer Service
Help Desk into a thriving
profit center |
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Learn listening skills no CSR should be
without - master these and your job gets
a lot easier! |
Program
Agenda
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Selling to different personality types - what
it takes
to "close a sale" in each case |
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How
to get your foot in the door (and keep it out of your mouth)
when calling on new customers |
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"Positional Power" - what it is,
how to use it to your advantage |
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"Flex" your communication style to fit that of
your customers, and
enjoy greater call-to-close success |
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How
to adjust your voice tone, the speed of your speech and projection
for maximum impact and positive results |
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Specific closing language and techniques that
will leave customers wanting
to do business with you! |
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How
to pinpoint and contact decision-makers within an organization |
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Tips and power techniques for generating
positive company PR every time you
speak with a potential or current customer |
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Cross-selling and up-selling
strategies that really deliver results |
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How
to build on your product knowledge to
effectively match your customer's needs with product benefits |
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Saving face vs. saving business - know when
it's
time to approach the "higher-ups" in a customer company and admit
a mistake |
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Mastering critical strategies for improving customer retention and increasing repeat business |
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Discovering how leveraging self-service technology can dramatically increase your call center's
productivity |
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How
to use scheduled
and planned customer contacts to build customer loyalty and retain customers for
life |
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Business skills no rep should be without:
e-mail protocols,
telephone etiquettes, customer meetings |
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Tools and incentives for recruiting and retaining a motivated sales force |
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How
to create a personal sales plan that will help you set specific
goals, achieve greater
success, and get more satisfaction and enjoyment from your job |
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Writing your own "sales dialogue" - use
this tool to over come customer objections
and answer questions more easily |
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Up-selling to an unhappy customer - yes, you
can
do it, and here's how |
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Using camaraderie and connectivity to win
customer trust and get
one step nearer to closing the sale |
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How
to generate more business from cold calls and reduce
the number that go unanswered or ignored |
 Back
to the "Corporate Seminar" Index
Contact
us and bring this Seminar to your organization
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