Overview
Course Outline
Scheduled Dates

Course Overview

The higher the value of products or services a customer buys from a company, the more likely they are to stay with that company. If you want to add value for your customers and build loyalty while improving sales, this is the course for you.

During the course delegates will learn how to quickly identify customer needs, gain commitment by focussing on benefits the customer values and how to deal effectively with objections. They will learn how to identify opportunities for cross-selling and upselling and how to add value for the customer while increasing sales for your company.

Delegates will leave the training with a new attitude towards selling and the skills to be successful in cross selling, upselling and overcoming resistance. The best part is that your customers will feel well served and not 'sold'.

Objective:

By the end of this interactive training programme, you will be able to:

Identify customer needs, both stated and unstated
Gain customer commitment by focussing on benefits which the customer values
Add value for both the customer and your organisation
Deal effectively with customer resistance

Course Outline

Day 1: Introduction to Cross-Selling and Up-Selling

Understanding how combining sales and service is the best way to serve customers.
Bringing value to customers through cross-selling and upselling.
Translating product or service features into benefits that match customer needs.
Building customer loyalty through added value and effective selling techniques.

Day 2: Mastering Cross-Selling Techniques

Identifying the three types of cross-selling.
Understanding why customers buy and how to identify needs.
Listening for cross-selling opportunities and recognizing when they arise.
Creating opportunities for cross-selling through questioning and active listening.
Bridging the offer and introducing relevant benefits.
Gaining customer commitment by focusing on the value of the offer.

Day 3: Perfecting the Art of Up-Selling

Increasing the quantity of the customer's order through effective up-selling techniques.
Upgrading the product the customer ordered by focusing on additional value.
Understanding when it is appropriate to upsell based on customer needs.
Identifying customer needs through skilful questioning and effective listening.
Introducing the benefits of the upgraded option to increase customer interest.
Gaining commitment from the customer through clear value propositions.

Day 4: Overcoming Customer Resistance

Understanding why customers resist and the common objections they may raise.
Learning when and how to overcome resistance with tact and confidence.
Clearing up misunderstandings and addressing potential concerns before they escalate.
Dealing with product or service drawbacks effectively without losing the sale.
Overcoming stalls and objections with strategic questioning and reframing.

Day 5: Building Customer Relationships and Closing the Sale

Developing a customer-first approach to sales that fosters long-term relationships.
Using the skills from cross-selling and upselling to build a loyal customer base.
Recognizing the difference between being 'sold to' and being 'well-served.'
Creating an action plan for applying cross-selling and upselling strategies in the workplace.
Improving overall sales performance through consistent follow-ups and relationship building.

Schedule & Fees

3 For 2Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

Select Month

All
December

Location

All
London

Increase Profits Through Cross Selling and Up Selling

Date: 15 - 19 Dec 2025

Duration: 5 Days

Venue: London

Price: $5,300

Increase Profits Through Cross Selling and Up Selling

Date: 15 - 19 Dec 2025

Duration: 5 Days

Venue: London

Price: $ 5,300

Questions? Speak to our friendly training advisor

Shayma Said

Chat on Whatsapp

shayma@londontfe.com

+44 2071836657

CPD Standards

Employees of professional or formally regulated bodies are generally expected to have CPD accredited training. This type of accreditation ensures that the training is knowledgeable, informed and constantly updated. It ensures our standards as a company are kept high and consistent.

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Why Choose London Training For Excellence?

Reliability

We will never cancel a confirmed booking
Support

We offer around the clock support
Tailored

We customise our courses to suit your personal learning needs
Quality

Our courses are delivered by highly experienced industry experts
Recognition

All our courses are accredited by the CPD Standards Agency

Frequently Asked Questions

How can training courses be used as a company benefit?

Training is hugely beneficial to both yourself and your company. It enables you to employ new technologies, increases your productivity and enables you to be more autonomous. Have a look here at our infographic on the importance of training and development!

How often do you update your course content to ensure relevancy?

Our course content is constantly reviewed and updated to ensure we stay up to date with all the latest trends. After every course is completed we review the feedback and improve the material where necessary.

Do you keep your classroom environment and instructional methodologies current with today’s real-world workplace?

Yes, we focus our training on ‘real-world’ scenarios and our trainers are all highly experienced and skilled in their relevant fields.

Are your courses eligible for professional certification?

Yes, we offer certification with all our courses, every course is entitled to CPD (Continuous Professional Development) hours which you can put towards your professional portfolio.

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