Cross-Selling & Up-Selling at Close: How to Get the Most Out of Every Sale

WHY ATTEND

A recent study showed that, on average, cross-selling and up-selling opportunities amount to more than double the value of the base sale.

Unfortunately, many sales professionals hesitate to cross-sell and up-sell. The most common excuse? They’re afraid they’ll slip up and lose the initial buy-in.

They're wrong. Here's the reality: If a customer has agreed to purchase from you from you they already trust you and believe in your product or service. Failing to even attempt a cross-sell or up-sell is just leaving money on the table.

In this fast-paced and information-packed webinar, sales expert Steve Coscia will teach you a proven framework for ensuring you get maximum value out of every customer relationship. The secret? Knowing how to shift buyers from a transactional to a relational mindset—and building a plan to make that happen on every call. This session will show you how to get it done—and give you six powerful scripts you can use in virtually any scenario.

LEARNING OBJECTIVES

Join us for this engaging event to learn:

• Psychological aspects of timing and rapport in cross-selling success
• How to use non-threatening language to secure your base sale while up-selling for more
• How to leverage vocal tone when up-selling
• Integrating cross-selling and up-selling as a regular part of your routine
• The two most important cross-selling and up-selling program requirements
• The “placebo effect” on value and perception
• How to design product pairings and measure expectations

ABOUT THE SPEAKER

Steve Coscia, President of Coscia Communications Inc., works with organizations who seek more customer retention, improved profitability and world-class service status. Steve has achieved much cross-selling success and he has served on industry cross-selling and up-selling panels alongside industry giants such as the Home Shopping Network and Land’s End.

Steve is a best selling author, columnist, 20-year customer service practitioner and telephone skills specialist. He is the author of two best-selling call center books: TELE-Stress and Customer service Over the Phone. Steve speaks at call center conferences worldwide and he has appeared on CNBC, Fox-TV and Comcast CN-8 as one of the call center industry's leading experts. His audiences sense his expertise along with his empathy for a very challenging profession.