Improving cross, up and link selling to customers
We all know it costs far less to sell more to existing customers than to acquire new customers.
So how can your sales teams generate more sales revenue from your customer base?
- Create “models” with the front line teams to ensure that the language fits with the type of conversations (mail and face to face) they are having
- Develop and share short sharp video examples of what good and bad looks like to give people a quick point of reference - focus on not just what an effective sales or customer service person says but how, when and why they say it
- Develop the trainers and managers to practise, practise and practise these skills with their front line teams
- Ensure front line teams analyse their own performance and create an environment where feedback is developmental not “assess-mental”