here are 6 tips to help you facilitate cross-selling skills in your online training so that you can improve your company’s bottom line. employees must be able to actively listen to the customer to determine their needs, and then articulate how additional products might be useful. employees should know all of the perks of your products, including their features, specs, and customer benefits. they also give employees the chance to apply their knowledge in a practical setting. include fictional customer backstories in the online training simulation and incorporate realistic images and situations to make it more immersive.
your sales team may be required to take more extensive online training courses because they are the “front lines”. in order to successfully cross-sell, employees need to know the benefits and applications of each product. get them excited about the products and services they’ll be offering by cultivating a strong online learning culture. stress the importance of ongoing online training so that employees are more motivated to explore new products and achieve their potential. are you working with a distributed sales team who needs round-the-clock access to online training materials?
however, your sales reps ability to cross-sell and up-sell is often a lynchpin to your organization meeting its revenue goals repeatedly. that creates a fire drill for managers and reps who are trying to push forward deals that aren’t baked. to effectively cross-sell and up-sell, your reps need to master the fundamental sales skills. you can’t effectively cross-sell and up-sell if your reps can’t uncover the pain points and their business impact. they can also be effective training reps to use silence and effective questioning to truly uncover the business impact. effective discovery requires the right question flow (here are some podcasts on that topic) as well as an ability to feel comfortable digging deep on negative consequences. however, if your salespeople are unable to dig deep into the problem they won’t be able to effectively quantify the pain that demands a premium price. there is no better tool to provide for your reps than a framework that allows them to effectively demonstrate how they can create value for their customers.
how is your service or product organization prepared to deliver that value? you can use this template to email key members of your team. the next step is to train your reps on those value drivers and how you deliver on them. you need to shift the mindset of your sales organization from inside out to outside in. this maniacal focus on the customer requires a transformation in many organizations – treat it as an ongoing process, not a one-time shift and you’ll be more successful in implementing true change in your organization. the challenge is that these features and functions rarely have meaning to the buyer. when it comes to cross-selling and up-selling, your salespeople need the ability to align the differentiation with what is meaning to their targets. teach your reps to effectively maneuver their cross-sell and up-sell conversations by effectively mapping out these three components.
cross-selling is the fine art of offering varied goods and services to your customers. as opposed to 3 key sales skills to help your team cross-sell & up-sell 1. digging deep in discovery you can’t effectively cross-sell know which one gets results. offer upsells and cross-sells that make sense. be honest. demonstrate, cross selling strategies, cross selling strategies, cross selling best practices, cross selling example, cross selling strategies ppt.
here are 8 techniques to drive more sales by cross-selling and upselling to your clients. both account management skills and sales skills are necessary for cross-selling success. without strong sales skills, cross-selling techniques are ways of selling different products or services to a customer who has already bought, cross selling metrics, cross selling meaning, cross selling statistics, cross selling and upselling strategies, best cross selling examples, cross selling software, cross selling techniques b2b, cross selling vs upselling
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