Upselling & Cross-Selling
Suggested Strategy: Use a Whiteboard Coaching strategy to help the
individual put their current strategies for upselling and cross-selling up
for analyzing their effectiveness and to brainstorm new strategies to help
the individual reach their goals.
Suggested Questions:
→ Rating Question: On a scale of one to six, with six representing that
your upselling and cross-selling strategies are 100% effective every time
you utilize them and one representing that you never have a successful
sales conversation, where would you rate yourself and why?
→ Self-Actualized Question: What actions do you think we could take
together to help you reach a six and be as effective as you can be in
your upselling and cross-selling strategies?
Suggested Activities:
→ Whiteboard Coaching: On the left side of a whiteboard, write down
how the individual would describe their current strategies for upselling
and cross-selling. On the right side of the board, write down the
phrase “100% effective selling” and ask the individual to define it. Write
down that definition under the phrase. Draw an arrow from the left
side of the board to the right side with five vertical hash marks along
the arrow line.These hash marks represent the actions that the
individual must take to reach the definition on the right side of the
board.
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