Trainings

Cross-selling or commercial rebound

at 15 KM

REVAL Consulting

Training
Business
Trade
Strategy
Sales
Productivity
Performance

OBJECTIVES
 Strengthen your role as a force of proposal to the client by discovering new sales opportunities
 Know the techniques of treatment of objections

PUBLIC
Customer manager, commercial assistant (s), sales representative responsible for the follow-up and development of a customer portfolio

PROGRAM

Cross-Selling - Introduction
 Definition - How to sell complementary products?
 The cross-selling selling plan: to question, to arouse the interest of the customer
 Apply product highlight rules to encourage additional sales on the phone

Prepare mentally for the commercial rebound
 Key moments to practice the commercial rebound
 Know all the subtleties of your offer
 Create a favorable climate conducive to the Additional Sale
 What to rely on: customer history, feedback ...
 The phone script: scenario and argument

To face objections
 Origins of the objection: expression of the customer's interest, fears, brakes or interest
 Respond to objections

Work responsiveness and respond with ease

Deal with the objection using words that reassure

How to create a new customer need
 How to offer a complementary and indispensable service
 How to position the new offer in relation to the current offer

EDUCATIONAL TOOLS
 Presentations
 Role plays and scenarios - Practical cases
 Group work