CH193

Cross-selling and Value-added Sales by Telephone, by Email and in Person

Increase your sales and build customer loyalty.

89%

overall satisfaction for this course

?Average calculated from scores obtained from 155 participants who took this course.
  • Duration 1 day
  • Regular fee 510
  • Preferential fee 460?
  • Locations
    • Montreal
    • Quebec City
SUMMARY
DETAILS

Objectives

To provide the knowledge and skills required to apply the most recognized suggestive selling techniques in order to increase sales and build customer loyalty.

Targeted audience

Sales, customer service and support personnel.

Prerequisite

None.

Customer Testimonials

The course gave me confidence and the required tools to increase the sales.

Claudia L. / Représentant(e) au service à la clientèle, Gazifère

Content

  • Definitions: cross-selling, value-added sales and alternative sales
  • Suggestive selling vs. pressure selling
  • The customer’s point of view: the 7 essential elements for a personalized sale
  • Self-evaluation: taking orders vs. advising on needs
  • The perfect moment, the perfect product/service and the perfect vocabulary (words and expressions that sell)
  • Key phrases to make the transition towards needs analysis
  • Forceful strategic questions to uncover the needs of a customer
  • Suggesting customized products/services and highlighting the benefits and advantages for the customer
  • 7 techniques for closing the sale
  • Handling the most common objections in 3 steps
  • Follow-up strategies
  • Case studies
  • Building an individual action plan
  • Reference sheet including key concepts

DATES*

*Unless stated otherwise, all sessions are in French.
  • Montreal

    January 16 2019

  • Quebec City

    January 30 2019

Trainer(s) assigned(s)