Training
Marketing and Sales (Cross Selling & Upselling) Training
Marketing is the process of promoting and selling products or services through various techniques, such as advertising, public relations, and market research. Sales, on the other hand, is the process of actually making a sale and
converting a potential customer into a paying customer.
Cross-selling and upselling are two techniques used in sales to increase revenue. Cross-selling is the process of selling related or complementary products to a customer who is already buying something. For example, a car dealership
might cross-sell a customer who is buying a car with a car maintenance package or a warranty.
Upselling, on the other hand, is the process of encouraging a customer to purchase a higher-priced or higher-value item. For example, a fast-food restaurant might upsell a customer by suggesting they upgrade to a larger meal or
add a dessert.
Both cross-selling and upselling can be used to increase revenue and customer satisfaction. However, it's important to ensure that the products or services being offered are relevant and of value to the customer, so that the customer
does not feel pressured or uncomfortable.
“The best salespeople are those that understand that selling is not a pushy, aggressive, or self-serving process. It's a process of understanding the customer's needs and helping them find the best solution.”
- Jill Konrath
What we offer in this Training
A marketing and sales training session that includes instruction on cross-selling and upselling will cover a variety of topics, such as:
- Understanding the customer: The training may focus on learning how to identify the customer's needs and wants, and how to tailor the sales pitch accordingly.
- Product knowledge: Trainees may learn about the products or services they will be selling, including features, benefits, and pricing, as well as how to position these products in the market.
- Sales techniques: Trainees may learn various sales techniques, such as the AIDA (Attention, Interest, Desire, Action) method, the consultative selling approach, and the use of storytelling to make a connection with the customer.
- Cross-selling and upselling strategies: Trainees may learn how to identify opportunities for cross-selling and upselling, how to make relevant and valuable recommendations, and how to handle objections.
- Communication skills: Trainees may learn how to effectively communicate with customers, including how to listen actively, ask open-ended questions, and build rapport.
- Product demonstration: Trainees may learn how to demonstrate the product or service to the customer effectively and to tailor the pitch to the customer.
- Closing the sale: Trainees may learn how to close the sale and handle objections, and how to follow up with customers after the sale.
- Customer service: Trainees may learn how to provide excellent customer service, how to handle complaints and how to maintain a good relationship with the customer.
- Measuring and monitoring performance: Trainees may learn how to measure the performance of the sales team and how to monitor the progress of the sales process.
- Keeping up with industry trends and best practices: Trainees may learn how to stay up-to-date with industry trends and best practices to ensure they are providing the best service to their customers.
