Login Form
No need to sign up if you have Facebook!
FULL COURSE PACKAGES
MINI COURSE PACKAGES
![]() |
Communication Skills |
![]() |
Motivating People |
![]() |
Professional Business Writing |
![]() |
Professional Sales Questioning |
![]() |
Sales Forecasting |
![]() |
Ten Best Practice Customer Service Techniques |
COMPLETE PACKAGES
![]() |
Retail Excellence series® |
![]() |
Customer Service Excellence series® |
![]() |
Communication Excellence series® |
![]() |
Sales Excellence series® |
![]() |
Call Center Excellence series® |
![]() |
The Presenter-Trainer Package |

Why buy our training course material packages
|
Great value for a small investment |
![]() |
100% customizable |
|
Standalone modules can easily be added to enliven your training material |
|
Get new ideas for activities, exercises and games |
Fun, competitive review game to end on a high note! |
|
|
Download and get it immediately |
My self assessment results
QUIZ NAME | POINTS |
- Last Updated: Saturday, 03 October 2015 19:37
Successful sales people always Cross & Up sell to increase sales AND give the customer the best solution possible.
Please remember that the key to successful cross-selling and up-selling is to focus your efforts on meeting the customer’s needs, rather than simply pushing more products and services.
Two important tips for better up and cross selling
Definitions:
Up-selling is where we sell the customer a better product at a greater price than their original request. For example a customer may simply want to upgrade their cellphone plan or purchase a new simple phone, yet we manage to sell them a smartphone or a greater data plan.
Cross-selling is where we sell additional or add-on products for example – data plans, tablets, USBs.
Both of these are keys as we are maximising the potential of each customer – the customer is already there so let’s try and give them the best package we can for their needs. It is in these two cases that all the questioning techniques and skills you have become vital to get the information you need to present a better option to the customer.
Post expert recommendations. One way to facilitate cross-selling and up-selling success is to state specific recommendations from professionals, experts or other customers to match information the customer has already given you.
1-Describe and relate
describe how the additional products or services would complement the original purchase.
2- Offer Complimentary or Topical Products
Once we build up a picture we can then add value.
Let’s assume that a customer buys a new, inexpensive phone for calls, texts and internet access. We can add value to this sale by ensuring it’s fit for purpose as soon as it’s delivered.
Always ask yourself what are the value add opportunities for this customer?
Also, we have an opportunity to up-sell based on its use / included accessories / additional products.
We then need to position these cross sell or upsell options to the customer in order to make the proposition compelling:
What will I establish as the complimentary product
How will I present this in a compelling way – what positive language will I use explain + Benefit selling as opposed to feature dumping
What is Up-selling?
The term up-selling has different connotations in different industries, but generally is used to refer to selling the customer a higher-end, larger, more profitable, or more expensive product or service. Often, up-selling is simply exposing the customer to products or services that he or she may not have already considered. The driving force behind your "up-sell" recommendation is to do a better job of satisfying the customer's needs. Of course the classic up Sell that happened to everyone of us is going into a fast food restaurant and asking for a burger and instantly you are up sold by the offer of making it a combo with fries and a drink.
What is cross-Selling ?
For example, you are selling a brand new phone to a customer, you may suggest a blue tooth headset to go with it for safer driving or maybe a phone case that goes with it.
Cross-selling allows you to service any additional needs of the client and decreases the need for your client to consider your competitor's products and services. Cross-selling efforts are rewarded because customer retention increases dramatically when a customer purchases more than one product or service. Make sure you consider all the possible additional products you can sell when you are talking to every customer.
Related articles
Social Media 101: How To Sell Your Training Courses Online
Even the most excellent courses aren’t worth a penny if they don’t sell seats, and social media is one of your biggest and best tools for selling your courses... Read more about Social Media ...
2019-01-03 01:31:26
10 steps to create a positive learning environment in your training class
Creating a healthy learning climate in your training room is not something that can be done by following a simple list of do’s and don’ts... Read more about 10 steps to create a positive learning ...
2016-01-27 07:54:30
Training Materials, buy them off-shelf or design them yourself?
Whether you decide to purchase ready to deliver training materials or design and create your own... Read more about Training Materials, buy them off-shelf or design them yourself?
2016-01-27 20:27:46
Tips for launching a successful training business in 2019
Well, before you jump headlong into the unknown (we know, we know, you can’t wait to get started), take some time to read and absorb our top tips... Read more about Tips for launching a ...
2019-01-03 01:39:56
How to Engage Smaller Training Groups Effectively
Have you ever been super stoked to conduct a training session to a big group of people, only to arrive and find out that only a fraction of the participants showed up? Nothing can deflate your energy ...
2017-12-15 00:52:05
No need to sign up if you have Facebook!
How it works?
|
Choose your training package |
|
Add to shopping cart |
|
Pay using any major debit or credit card or using paypal |
|
You will be taken to a download page to instantly download your purchase (You will also receive your download links by email) |
|
Unzip the file/s and get all your documents in MS office format
|
Training Articles
STAR feedback Model
Giving positive feedback : ST(Situation/task): A customer came into your ...
Read detailsWhat is Neuro Linguistic ...
Very simply NLP is based on studying and analysing behaviour patterns, thinking ...
Read details6 Stress Busters
Six stress Busters 1-Take a deep breathTaking long deap breaths is one of the well ...
Read detailsGet all available programs and save !!
For only $2995.95
![]() |
+ | ![]() |
30 Full Courses | 6 Mini Courses |
Most Popular Articles
STAR feedback Model
Giving positive feedback : ST(Situation/task): A customer came into your ...
Read detailsWhat is Neuro Linguistic ...
Very simply NLP is based on studying and analysing behaviour patterns, thinking ...
Read details6 Stress Busters
Six stress Busters 1-Take a deep breathTaking long deap breaths is one of the well ...
Read details