cross-up selling skills training program selling s… · 15/03/2018 · mastery for business and...
TRANSCRIPT
Cross-Up Selling Skills Training Program
Designed ByMastery for Business and Training Development
Course LevelMid level
Target Population
Course Duration10 training hours
F2F Sales, Field Sales, TeleSales, Indirect Sales, MKT, Customer Service Personnel
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Mastery for Business and Training Development
About Mastery
Mastery for Business and Training Development is established to build a unique business
and training development expertise in the market. Believing that working according to
standards can fulfil unmatched success for the organizations and individuals, Mastery
started with selective experienced and internationally recognized professionals, who are
keen to create the right learning and development environment solidly based on
international standards. Developing the training departments including the trainers,
environment, management, and material in addition to increasing the level of services that
organizations provide is the core business that Mastery provides.
Mastery for business and training development is recognized as accredited as certification
exam preparation provider by the Human Resource Certification Institute (HRCI®),
accredited as a recognized learning institute by the International Accreditation Organization
(IAO), and accredited as Endorsed Education Provider by International Institute of Business
Analysis (IIBA®).
TrainingServices
ConsultingServices
AssessmentTools
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Mastery for Business and Training Development
The program aims to provide the participants with the requiredknowledge, skills and attitudes to handle all types of selling opportunities with professional cross and up selling skills.
Course Aim
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Mastery for Business and Training Development
Course ObjectivesAt the end of the program; the participants will be able to:
• Clarify the Customer Life Cycle and the Customer Experience.
• Recognize how customer information is important for the sales process.
• Discuss how and what information about a customer can and should be obtained.
• Define the techniques of cross selling and up selling.
• Define the necessary competencies for successful cross selling.
• Identify the most feasible time for cross and up selling.
• Discuss why cross selling and up selling fails.
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Mastery for Business and Training Development
Topics to be coveredThe program will cover the following topics
Sales Strategies and TacticsSales and Customer Service Introduction to selling
Social Styles of Customer Cross Selling and UpSelling
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Mastery for Business and Training Development
Content Details1. Introduction to selling
• Selling definition.
• Sales foundation.
• Ways we sell.
• Sales strategies and tactics.
• Know your product.
• Positive sales attitude.
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Mastery for Business and Training Development
Content Details2. Sales Strategies and Tactics:
• Prospecting.
• First contact.
• Qualification.
• Presentation.
• Objection Handing.
• Closing.
• Follow up.
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Mastery for Business and Training Development
Content Details3. Sales and Customer Service
• The Link Between Sales Growth and Customer Service.
• Levels of customer service.
• Proactive sales and customer service.
• How do we deliver customer satisfaction in sales.
• Integrating Sales and service.
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Mastery for Business and Training Development
Content Details4. Cross Selling and Up Selling
• Definition.• Why cross and up selling.• Link with customer service.• Cross and up selling techniques.• Steps of cross and up selling.• Effective cross and up selling.• Effective guidelines.• The challenges.
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Mastery for Business and Training Development
Content Details5. Social Styles of Customer
• Driver.• Analytical.• Amiable.• Expresser.
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Mastery for Business and Training Development
Target Population
Sales representatives and account executives who want to maximize value with every
customer and build long-term, lasting client relations. Customer Service and support
personnel who interact with customers and have opportunities to sell add-on products and
services.
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Mastery for Business and Training Development
Training Methodologies
Presentation Discussion Audio and Video Exercises Case Study Role-Play
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Mastery for Business and Training Development
Thank you
Mastery for Business and Training DevelopmentAmman - Jordan