Cross Selling Up Selling Sales Training（交叉销售和向上销售,销售培训）.pdfVIP

Cross Selling Up Selling Getting More Business From Customers Cross Selling Up Selling By Sean McPheat, Managing Director Of The Sales Training Consultancy People who manage sales have to achieve growth. There are different ways that this can be achieved: 1. Sell more to existing customers 2. Prevent existing customers from going to a competitor 3. Find new customers 4. Sell new products For many people in sales the challenge is to grow their customer base by finding new customers. However, what many salespeople fail to recognise is the potential within their existing customer base. Cross selling is where we sell additional products to existing customers. The theory is that if we have a satisfied customer who has been happy with our service they will be willing to hear about other products or services that we offer. Many people in sales find this approach pushy and uncomfortable. This is because they feel they need to do a sales pitch on an additional product then go for a close. All high pressure stuff! The answer is that you don’t need to rush into a high pressure sales pitch. Asking questions is 3 times more persuasive than presenting information. Let’s say you are selling Buildings insurance cover for the cost of damage and repairs. You do a good job and have a lot of satisfied customers. You also provide contents insurance, but are more expensive than the larger insurance companies. Most people give up at this point and don’t try to cross sell. The key to cross selling is to ask questions. In this case 3 questions are enough: 1. Who covers you for your house insurance? 2. Do you know the renewal date? 3. Would it be okay if we contacted you around then to discuss our house insurance policy and give you a quote? Most salespeople fail because they don’t try. They convince themselves the customer won’t be interested and worry about r