Program Description:
Is cross selling a goal of yours? If you're like most salespeople, it's both a goal and a priority. Unfortunately, sometimes our objective is to meet company or campaign goals, but the real benefit of cross selling is for your client. Effective cross selling requires that you focus on the client with a stewardship mentality, with their best interests always in mind. This approach will help you to earn both the opportunity with your clients as well as the introductions of your business partners. It may be that you need to update your ‘record collection' on what cross selling means and how to most effectively integrate this strategy into your sales plan.
This two-hour course covers :
- The impact of cross selling on building client satisfaction
- Stewardship as the key to cross selling
- How to best approach your business partners
- Changing your own record collection about cross selling
- The Do's and Don'ts of cross selling
- Building your compelling unique selling approach
- Setting a cross selling strategy and developing a plan
- Tracking your activities and success
- An approach to getting cross sell appointments
Plus frequent question and answer sessions throughout this presentation.
Who Should Attend:
Salespeople, Sales Managers, Marketing Managers
Presenter:
Mark Trinkle has more than 15 years experience at a Midwest insurance and banking firm where he was in sales and sales management. He brings that ‘hands on' mentality with him in his role as a Sales Development Expert at ACTG. Mark has found his calling as a sales and management trainer. His clients and webinar participants are easily won over by his personal warmth, sense of humor and ability to engage and coach. He tries to live by one of his favorite quotes by Aristotle, ‘We are what we repeatedly do. Excellence, therefore, is not an act but a habit.
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