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 500
  • Preferential fee 425?
  • Locations
    • Quebec City
    • Montreal
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

Dynamic and inviting training. Well adapted to the reality of the company and the position occupied.

Francois C., Banque Nationale du Canada

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.
  • Quebec City

    January 22 2018

  • Montreal

    March 7 2018

Trainer(s) assigned(s)

Other course(s) in this category