Maximising Additional Sales Opportunities (Module 20)
Most salespeople do not understand the value an add-on or an up-sell has in a transaction once the business has surpassed its “monthly breakeven point”. Often, we don’t need more customers; we just need more from each customer. In other words, we want a “bigger share of the customer’s wallet”. This module is about the many different ways to maximise additional sales opportunities.
Upon completion the students will be able to:
Understand the various ways of maximizing sales opportunities
Upselling
Add-on selling
Clipboard Selling
“By the Way” Selling
Match Selling
Focus Selling
Cross Selling
Down Selling
Complete an example that proves they understand how to utilize all these methods for creating additional sales