COURSE DESCRIPTION: Most sales professionals know that cross-selling and up-selling are easy money. But many don’t do it because they’re afraid they’ll say the wrong thing and blow the original sale.
In this audio conference, you’ll learn techniques to get you past that fear and crack open a whole new revenue stream for you and your company. The key insight: Buyers bought from you because they trusted you and believed your products provided good value. They picked you over your competitors and would like nothing better than to give you more business. But there is a right way -- and a wrong way -- to up-sell and cross-sell. Our speaker, Steve Coscia, will share six “scripts” he’s devised that will help you tailor powerful cross-selling and up-selling messages to your customers.
What you will learn in this session:
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Psychological aspects of timing and rapport in cross-selling success
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The right and wrong way to ask up-selling and cross-selling questions
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How to use non-threatening language to secure your base sale while up-selling for more
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The importance of measuring, monitoring, training and role playing
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How to leverage vocal tone when up-selling
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Integrating cross-selling and up-selling as a regular part of your routine
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Your #1 cross-selling and up-selling objective
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The two most important cross-selling and up-selling program requirements
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The “placebo effect” on value and perception
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How to design product pairings, mine latent opportunities and measure expectations
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What to do when cross-selling rejection wears you down
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Impact of infrastructure on cross-selling and up-selling initiatives
As a result of participating in this seminar, salespeople will gain the confidence and skills to immediately impact their cross-selling and up-selling success.
ABOUT THE SPEAKER: Steve Coscia, President of Coscia Communications Inc., works with organizations who seek more customer retention, improved profitability and world-class service status. Steve has achieved much cross-selling success and he has served on industry cross-selling and up-selling panels alongside industry giants such as the Home Shopping Network and Land’s End.
Steve is a best selling author, columnist, 20-year customer service practitioner and telephone skills specialist. He is the author of two best-selling call center books: TELE-Stress and Customer service Over the Phone. Steve speaks at call center conferences worldwide and he has appeared on CNBC, Fox-TV and Comcast CN-8 as one of the call center industry's leading experts. His audiences sense his expertise along with his empathy for a very challenging profession.
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free.
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