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:
Î 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? Î 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:
Î 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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