It can cost four times as much to sell to a new customer as
an existing one. By taking advantage of existing relationships and
ongoing contacts with customers, companies can sell more products and
services, reduce the cost of sales, and enhance customer loyalty.
This webcast is based on two of the most under-utilized sales practices
today: cross-selling and up-selling. If you are not effectively
cross-selling and up-selling, you are leaving money on the table every
time you close a sale. In fact, when you fail to do this, it can be
worse than that. When you have a solution that your customers should
have bought, but didn't, you not only left the sale on the table; the
customer left some of their ROI there as well.
What if you could make each sale more profitable for you and your
customer? Today's top performers embrace cross-selling and up-selling,
therefore closing more business at higher profits and capturing market
share in the most efficient way possible.
What you will learn:
- Critical timing of effective cross-selling and up-selling
- Necessary steps for effectively cross-selling and up-selling
- How to prioritize the customers you should pursue
- Who within your client organizations you should target