Cross Sales and Growing Existing Accounts

Cross selling to an existing client should be significantly easier and more cost effective than developing ‘new-new’ business, but few succeed in generating consistently successful cross sales opportunities and conversions. This session builds the vital awareness of factors that prevent cross selling at organisational, team and individual levels, before unlocking the secrets to cross sales success.

Learning Objectives

• Understand the importance of cross sales
• Understand what prevents cross sales and how to remove these obstacles
• Understand the key factors essential for cross selling and how to achieve them

Content and Learning

• • The benefits of cross selling
  • What differentiates the top performers?
  • Understanding and increasing your value to the Client
  • The organisational obstacles to cross sales
  • Account level obstacles to cross sales and how to overcome them
  • The importance of account relationship strength and how to achieve it
  • The importance of the account team and how to use it
  • Combining account management and sales skills for success

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