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Sales and MarketingIncrease Profits Through Cross Selling and Up Selling


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  • NetherlandsAmsterdam
  • 12 - 16 Jun 2023
  • 20 CPD hours
  • $4,900.00
  • 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 cutomer resistance
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Course Outline

Module 1 - Bringing Value to Customers

  •   Understanding how combining sales and service is the best way to serve customers
  •   Bringing value to customers through cross selling and upselling
  •   Translating features into benefits which match customer needs

Module 2 - Adding Value Through Cross Selling

  •   Identifying the three types of cross selling
  •   Understanding why people buy
  •   Listening for cross selling opportunities
  •   Creating opportunities for cross selling
  •   Bridging to the offer
  •   Questioning to grab interest
  •   Introducing benefits
  •   Gaining commitment

Module 3 - Adding Value Through Up Selling

  •   Increasing the quantity of the customer’s order
  •   Upgrading the product the customer ordered
  •   Understanding when to upsell
  •   Identifying customer needs through skillful questioning
  •   Introducing benefits
  •   Gaining commitment

Module 4 - Overcoming Resistance

  •   Understanding why customers resist
  •   Learning when and how to overcome resistance
  •   Clearing up misunderstandings
  •   Dealing with drawbacks
  •   Overcoming stalls
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Schedule & Fees

2+1Offer

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.

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Location

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  • Amsterdam
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  • Management

5 Days 20 CPD hours

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Dubai

Dubai

$4,900.00

  • Management

5 Days 20 CPD hours

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Amsterdam

Amsterdam

$4,900.00

  • Management

5 Days 20 CPD hours

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Amsterdam

Amsterdam

$4,900.00

  • Management

5 Days 20 CPD hours

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London

London

$4,500.00

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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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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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Increase Profits Through Cross Selling and Up Selling

  • NetherlandsAmsterdam
  • 12 - 16 Jun 2023
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  • NetherlandsAmsterdam
  • 12 - 16 Jun 2023
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