Cross Selling Techniques to Drive Higher Revenue & Profits

Marketing Institute of Singapore - Executive Development


Course introduction

The competition is tougher than ever, and the pace is much faster. It is no longer enough to just have a great product and deliver a persuasive presentation on the features  you offer. These days, selling isn’t about convincing the customer to buy your product. Instead, you must learn to function as an expert consultant who has the skills and patience to first identify what the customer really needs and wants, and then help them obtain it. This 2-day inspirational course provides you with a well thought process for cross selling.



Course Outline


Day 1

  • The Inner Game –Mindset and Skills For Cross Selling
  • Vital Determinants for Success In Cross Selling Products and Services
  • Understanding Personalities and Behaviours to Cross Sell in Different Sales Situations
  • Behaviour Focused Sales Strategies – When To Cross Sell  
  • Techniques To Develop Relationships To Influence  Clients
  • Evaluate and Identify Appropriate Sales Opportunities For Cross Selling
  • Pinpointing Sales Opportunities-Cross Selling Through  Customer Encounters
Day 2
  • Techniques That Get Customers Attention And Action
  • Asking the Right Questions To Identify Cross Selling Opportunities
  • Understanding Customers Decision Making Process To Cross Sell  
  • Techniques to Cross Sell By Focusing On Value  
  • Managing Customers Expectations In Cross Selling Situations  
  • Strategies for Managing Sales Objections and Obstacles  
  • Influencing Buying Behaviour -Creating Favourable Mindset To Cross Sell



Available Course Sessions


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Trainer Profile


Stanis Benjamin

Master Facilitator and Distinguished Toastmaster, Stanis Benjamin is a motivational humorist and an accomplished speaker, consultant and trainer in the fields of business presentation skills, sales, communication, customer service, leadership and strategies for personal success.

As a coach, consultant and keynote speaker, he has addressed many companies and institutions and has helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.

He was one of The Top 10 agents for sales and has achieved the Marathon Life Award, International Quality Award, Million Dollar Club Award as well as the Prestigious Million Dollar Round Table (MDRT) and Superstar Sales Awards.He has more than 20 years of Sales experience starting as an agent and has led a successful sales team as a District Manager.

Stanis is a thought leader on how to create and sustain high performance. He combines theory with management practices to develop action-oriented techniques for building winning teams. He has been invited as an expert to speak on the topics "Behavior Focused Communication and Humor in Presentations" and has presented on Positive Business Minutes for News Radio 93.8.

He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Sales, Personal Effectiveness, Leadership and Communication training programmes. Stanis brings with him over 15 years of training and coaching experience and is accredited as an Executive Leadership facilitator.



 

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