I like Solution Selling – executed properly, with integrity and attention to detail it works better than any other method….for starting the sales process. Yes, big caveat there. Solution Selling provides a controlled framework for the start of the sales process…and finding out what the prospect needs and opposed to what they think they need,… Continue reading Is Solution Selling Enough?
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?