Up-Selling & Cross-Selling

You know the old saying, "it's easier to sell more to an existing customer than to find a new customer". While up-selling and cross-selling do form the path to increasing revenue from your existing accounts, in a B2B context it's just not as simple as asking “do you want fries with that?”   

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In this module, we turn up-selling and cross-selling upside down and learn how we can set our customer's expectation to 'grow with us' early on in the sales cycle, and make up-selling and cross-selling a natural part of the customer lifecycle. We'll take a close look at the entire customer journey, identify milestones in that journey for up-selling and cross-selling, and then build a vision for customers in the form of a Customer Road-Map. Participants will also learn best practices for internal and external communication to keep their customers aligned and on-track toward completing their road-map and realizing their vision. 

COURSE DETAILS

Live training format

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3 lessons

5 Hours completion time​

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Individual Coaching included

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After completing this course, you will be able to:

• build a customer road-map  

• identify the key points in the customer journey to up-sell and cross-sell  

• apply communications principles for up-selling and cross-selling your customers  

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