Courses Details
Course Overview
This course will improve a team’s ability to introduce new products or services to customers and to close more sales.  It is a fully customized Cross Sales and Up Selling course.  Participants will learn and develop new approaches, language and sales skills to build rapport with the Customer, to introduce products/services, to sell the benefits of these to Customers and to sell successfully for revenue maximization.
Course Schedule
Target Audience
Sales personnel at all levels
Course Prerequisites
Good communications skills
Expected Accomplishments
  • Improve customer focus
  • Understand core telephone sales skills and call structure
  • Learn the approach, language and sales skills to build rapport with the customer
  • Know to introduce products/services
  • Know the mechanism to sell the benefits of products to customer
Course Outline
Purpose with the customers
Clarify the business purpose and team purpose

Cross Sales or upselling
The goals and benefits cross selling to customer and to the company

Goals on each sale call
Building customer loyalty by meeting and exceeding expectations 
Adding value to the customer by cross selling
Introducing new products; Increasing sales for the company

Improving the structure of the sale process
Ensuring that the ‘position’ of the sale call & the relationships are better placed to make cross sell and upsell easier

Building rapport with customers
Core skills to improve a conversation so that it can lead up to cross selling 
Listening skills, using customer's name, good questioning, positive language

What are the products?
Refresh the product knowledge 
Products offered & the benefits of each for customer groups

Core sales skills
Positive confident language
Good language to sell the value of the product
Gaining agreement and positive closes

Role-play & record to improve skills
Approach for their typical scenarios
They role-play, record, play back and improve the calls
Improving each section of the sale

Motivation to succeed
Self motivation to enjoy success and improve