Inbound Cross Selling and Up Selling

(Generic Outline - All Training is Customized for Individual Clients)

All training programs include instruction, interaction, skills practice, exercises and role-playing on various parts of the course. Understand and Apply Key Elements of Consultative Selling
    Intention - Be determined in advance
    Relationship - Build rapport with your customers
    Discipline - Be self-disciplined and practice
    Skill - Learn the skills and techniques required


Call Path Control - The LAMAŠ Technique
    What it is and Why it Works!
    L - Listen
    A - Acknowledge
    M - Make a Statement
    A - Ask a Question


Three Ways to Up-Sell and Cross-Sell
    1. Recognize and Act on Buying Signals - What is a Buying Signal?
    2. Seed the Sale - Plant the Seed and Prepare the Customer for the Up Sell or Cross Sell.
    3. Traditional/Transitional Method -Smoothly Transition to Additional Sales.


"Handling" Objections - No need to "Overcome"
    Open the Conversation to Solve, Resolve or Dissolve the Objection
    Three Ways to Handle Objections
    1. Emotional
    2. Demonstrative
    3. Logical


Closing Skills
    Trial Closing Techniques
    Direct Closes
    Assumptive Closes
    Alternate Choice or Contained Choice Closes


Wrap-up Skills
    Summarizing the Agreements
    Invite Action
    Sell the Next Step in the Relationship
    How to Say Good-Bye


One-on-one Coaching is added to every training course. The importance of using the skills from the training immediately is required. Coaching is essential.

We will customize this course to the situations you have exactly. Let us give you a program that will be accepted by your Customers, used by your Agents and retain your Customers for Life