When was the last time you got a REAL value added sell from a sales person? I am referring to a time when you got a sales pitch that really demonstrated value to you and your business, and where the service or product you were considering was discussed in terms that were directly relevant to… Continue reading The Real Value Added Sell
Being Brilliant at the Sales Basics – Sales and Business Development Skills Revenue generating activities can vary from data cleaning and lead generation to setting appointments, chasing proposals, reactivating lapsed customers, securing referrals and finding out what the competition are up to. As part of a proactive sales process, no one activity is any more important than the other.… Continue reading High Impact Sales Training – Being Brilliant at the Sales Basics
Firstly, let’s get the definition out of the way. Cross Selling – selling additional products or services to an existing customer Few organisations sell just one product or service; furthermore most of the products/services offered by one organisation will have high levels of commonality in terms of target markets. For example in legal firms where… Continue reading What’s Your Strategy for Cross Selling?
Cross Selling and Up Selling – Reality or a Pipe Dream? Many organisations are sitting on a very valuable asset….. They know they have it. They know they should be using it better. They even have some ideas about how they should go about getting more benefit from it…… but that’s often about as far… Continue reading Cross Selling and Up Selling: Creating Value From Existing Relationships