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Guide to Cross-Selling and Upselling

5-1/2" x 8-1/2", softcover, 11 pages, 10 copies per pack, $32.95. Table of Contents Sample Section Order Now

Cross-selling and upselling can be valuable business tools, yet many customer service professionals are reluctant to add these skills to their repertoire because of the “stigma” associated with selling.

Now you can help your reps develop the skills and motivation they need to incorporate selling into their daily work with Guide to Cross-Selling and Upselling.

In a brief, easy-to-digest format, the guide shows reps how to use a “service selling” approach and takes them through the following process:

• Overcoming resistance to selling
• Developing in-depth product knowledge
• Probing for unspoken needs
• Improving listening skills
• Proposing solutions

To learn more about Guide to Cross-Selling and Upselling, you may read the sample section, Step 1: Get past the “stigma” of sales. You’ll see how much useful, skillbuilding information is packed into a brief half page of this practical guide.

The Guide to Cross-Selling and Upselling is provided in packages of 10. You’ll have a copy for each of your reps so that everyone benefits from its powerful message.

Table of Contents

1. Get past the “stigma” of sales

2. Work through your sales reluctance

3. Take a proactive approach to service selling

4. Do your homework — become an expert source

5. Use your listening skills to identify needs

6. Practice and perfect selling skills

7. Focus on the customer, not the sale

8. Set up a forward-looking sales/service strategy

9. Start slow to build your abilities and confidence

    Worksheet: Overcoming sales reluctance

Your Guarantee of Satisfaction

The Guide to Cross-Selling and Upselling is guaranteed. We want you and your reps to use this valuable resource and put its ideas to work in your department. Then, if you are not 100% satisfied, you may return your copies within 30 days for a full refund.

About the Publisher

The Guide to Cross-Selling and Upselling is published by the Customer Service Group.

The Customer Service Group provides management and training materials through its newsletters, The Customer Communicator and Customer Service Newsletter, books, and Customer Service Week support materials.

 

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