CH193

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

Increase your sales and build customer loyalty.

  • Duration 1 day
  • Regular fee 495
  • Preferential fee 425?
  • Locations
    • Montreal
    • Quebec City
SUMMARY
DETAILS

Targeted audience

Sales, customer service and support personnel.

Prerequisite

None.

Content

  • Definitions: cross-selling, value-added sales, an alternative sales
  • Suggestive selling vs. pressure selling
  • The client'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 (the words and expressions that sell)
  • Key phrases to use to make the transition towards needs analysis
  • Forceful strategic questions to uncover the needs of a client
  • Proposing customized products/services and bringing out the benefits and advantages for the client
  • 7 techniques for closing the sale
  • Handling the commonest objections in 3 steps
  • Follow-up strategies
  • Case studies
  • Building an individual action plan
  • Reference sheet including the key concepts

DATES*

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

    March 16 2017

  • Quebec City

    March 22 2017

Trainer(s) assigned(s)

Other course(s) in this category