| Course Overview | The techniques required to improve the sales value: This programme provides the motivation and techniques for you to improve the average sale value or yield through refined skills in cross and up selling. This programme is also based on various learning strategies and includes role-plays, case studies and group participation. |
| | |
| Key Subject Areas |
- What are incremental sales
- Calculating the value of incremental sales to the organisation and the benefits to customers
- Identify the products that can cross/up sold and their links to base products and services
- Identifying opportunities and getting agreement to sell
- Basic sales model and how it relates to cross/up selling
- Useful questions and phrases
- Case study and practice
|
| | |
| Learning Outcomes | On completion of this programme, you will be able to:
- define the benefits of cross/up selling to the organisation and customer
- list what items can be cross/up sold
- identify opportunities for cross-selling and value adding
- apply the techniques of influence in a customer encounter
- evaluate the sales and service performance of competitors
- demonstrate effective cross and up selling techniques
- make a commitment to action.
|
| | |
