Consultative Cross Selling Techniques

The Need -Satisfaction Buying Theory is the basis for this seminar. Essentially, sellers adopt the philosophy that they are consultants to help potential customers solve a need or problem. The customer has a problem to be solved and the product/service has the potential benefits to solve the problem. This approach to cross selling is “customer-centric.”

You, the seller, adds-value and is important to the buyer
throughout the buying process. This seminar will cover the techniques to succeed as a “consultative cross-seller”. Every customer has needs, some that they are not even aware of. Having the ability to identify those needs will satisfy your clients and improve your sales performance.

By the end of this seminar you will be able to demonstrate your ability to:

• establish rapport and create a consultative relationship

• profile your client needs and match with your products

• help your client recognize their need

• help your client evaluate the options

• help your client come to a resolution

• overcome and remove clients obstacles to acquisition

• and finally, close the sale

Who should attend:

• All Platform Personnel and Tellers

• Sales Representatives

• Call Center Representatives

• Group Activity-Success Factors

• Customer Buy Theory

• What Makes a Successful Consultative Salesperson

• Know how Your Product Can Help

• Customer Profiling to Identifying Opportunities

• Structuring Your Approach

• Establishing Rapport

• Questioning for Needs

• Listening for Needs

• How Consulting on Benefits Creates Relationships

• Minimize the Negative Impact of Change

• Dealing With Obstacles to the Sale

• They Close the Sale for You

• Group Activity-Behavior
       Modeling Session