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Special Report on

Upselling Cross-selling Sales Training

upselling cross selling sales training special research report Photo by
Last month's newsletter was the first in a 2-part series on up-selling and cross-selling.  This series was born out of the increasing trend we see with our clients who express a growing need to improve the ability of their entire organization to up-sell and cross-sell more effectively.  All industries can benefit from up-selling and cross-selling.  If your company is not actively engaged in up-selling and cross-selling, you are probably missing some important opportunities to grow your sales and to build customer loyalty.  In the March STAR Newsletter  we defined up-selling and cross-selling, ...
is a broadly recognized, widely-implemented strategy for managing and nurturing a company’s interactions with customers, clients and sales prospects. It involves using technology to organize, automate, and synchronize business processes—principally sales activities, but also those for marketing , customer service , and technical support . The overall goals are to find, attract, and win new clients, nurture and retain those the company already has, entice former clients back into the fold, and reduce the costs of marketing and client service. 1 CRM denotes a company-wide business strategy embracing all client-facing departments ...
Upselling & Cross Selling | Phoenix Training Blog
During an economic downturn, a sales person is confronted by challenges.  They receive many knocks.  They are told “no” more than they would like and certainly more than a year or so ago.  For approximately a year, sales people have worked hard just to get a sale.  Now that, dare I say it, we are starting to see a few green shoots of recovery, the sales person must be thinking about maximising opportunities.  Six months ago the prospect of cross selling or upselling might in some areas have been a little fanciful, over ambitious or simply not appropriate.  All efforts were put into just achieving a sale, clearly ... market research, surveys and trends
Upselling Techniques - How to upsell the fast and easy way
he easiest way I know of to increase sales dramatically is to sell more to someone who is already buying. (Of course that also means doing it the RIGHT way.) Think about it. How many times have you gone to a store or made a call with a specific purchasing mission in mind, but ended up spending more, for whatever reason? 1. Sell first and tell later. Never, ever attempt to up-sell or cross-sell until you have all the information necessary to fulfill the first order. In our rush or excitement to up-sell we sometimes forget that the customer has an order to place. Selling additional items too early in the call might turn the ... market research, surveys and trends


Five tips to ensure successful upselling/cross-selling training ...
All sales training requires your team to make changes in their behavior, but teaching the techniques of cross-selling and upselling offers some unique challenges. In many cases, you're faced with employees who perceive the practice of upselling or cross-selling as requiring a total behavior change -- a change that does not correlate with the perception of their jobs. This results in a reluctance to learn the new skills. For example, for a customer service representative, the very word "selling" may invoke negative images of an aggressive person, someone whom they are not. They may feel that attempting to ... industry trends, business articles and survey research
Reassessing Inbound Telemarketing - Cross Selling and Customer Service
Out of respect for consumer privacy, publishers traditionally have been reluctant to reach out and touch prospects at home with annoying telephone pitches. But when a consumer calls a publisher--well, that's another story altogether. It's a 'golden moment' "The opportunity of having a subscriber on the phone when they've called you is too good to pass up," says David Obey, consumer marketing director at Conde Nast. "It's a golden moment. They're ready to buy, they're in the mood, and they've been trained to have their credit-card numbers handy. It's a completely ... industry trends, business articles and survey research
Magento 1.3 Sales Tactics Cookbook
"Magento is a very popular open source e-commerce platform. It was created by the company named Varien in 2007. Varien worked with osCommerce but it did not suit Varien's expanding requirements. After writing more and more changes to osCommerce, Varien finally wrote its own e-commerce software from scratch. It took Varien seven months in 2007 to publish the first public version of Magento." Read on for the rest of Dmitry's review. Magento 1.3 Sales Tactics Cookbook If you are a Magento store owner or store designer who wants to boost sales, then this book is for you Since that time, Magento started to get ... market trends, news research and surveys resources
Q&A With KIT Digital's CEO Kaleil Isaza Tuzman
Each week I spend a lot of time trading emails with CEOs in the industry and simply due to time restraints, many of the conversations never go up on my blog. While probably half of what they tell me I'm not able to disclose anyway, there is a lot of information they share that I can make public, especially when it comes to the trends they are seeing in the market. With that in mind, this post with KIT Digital's CEO Kaleil Isaza Tuzman kicks off a new CEO Q&A format that I am going to try and do each week on my blog. If you want your company interviewed, send me an email and let me know as I already have a bunch ... market trends, news research and surveys resources


Retail Selling - Add-Ons, Upselling & Cross-selling
Retail Selling - Add-Ons, Upselling. & Cross-selling. OBJECTIVE ... Pre- requisite - The Art of Retail Selling or other process based sales training. ... technology research, surveys study and trend statistics
round 28 all general by region
NMTW identified three areas as a priority for training: Sales training (with a ... the training will focus on teaching cross selling/up selling techniques, ... technology research, surveys study and trend statistics
Prepare all follow up reports for Banqueting & Conferences and Sales team ... To increase the hotel's revenue by up-selling, in accordance with set targets ...
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Google Answers: Statistics on ECommerce Cross Selling Effectiveness
Many major e-commerce websites have instituted some version of cross selling. Product description pages and checkout pages typical have sections titled "Customers who have bought X have also purchased Y" or "May we suggest Product Z". Can anyone present any before and after statistics that attest to the effectiveness of these types of cross-selling activities? I am looking to find the average order size percentage (or dollar) increase and/or the average increase in multi-line (more than one product) orders. Ideally the information would also present which of the various e-commerce cross selling activities are the most ...
How To Calculate the Lifetime Value of A Client
Jeffrey Pfeffer, best-selling author and Stanford University Graduate School of Business Professor, reported in the December 2002 issue of Business 2.0 a major disconnect between technology investments and customer satisfaction. He found that although one research firm reports that 34% of technology managers continue to invest in customer relationship management (CRM) software (to the estimated tune of $38B through 2005), customer service in several industries is deteriorating rapidly. A November 2002 issue of CBI Industrial Trends predicts that at least half of the traditional sales jobs that ...