Cross-Sell, Up-Sell and Close: How to Get the Most Out of Every Sale

Duration: 60 minutes

Many sales professionals hesitate to cross-sell and up-sell because they’re afraid they’ll say the wrong thing and blow the original sale.

In this webinar, you’ll learn techniques to get you past that fear and crack open a whole new revenue stream for you and your company.



But here’s the reality: buyers buy from you because they trust you and believe in your products or services. They picked you over your competitors and would like nothing better than to give you more business.

But there is a right way - and a wrong way - to up-sell and cross-sell. Our speaker, Steve Coscia, will share six “scripts” that will help you tailor powerful cross-selling and up-selling messages to your customers. 

As a result of participating in this seminar, salespeople will gain the confidence and skills to immediately impact their cross-selling and up-selling success.

LEARNING OBJECTIVES

What you will learn in this session: 

  • Psychological aspects of timing and rapport in cross-selling success
  • How to use non-threatening language to secure your base sale while up-selling for more
  • How to leverage vocal tone when up-selling
  • Integrating cross-selling and up-selling as a regular part of your routine
  • The two most important cross-selling and up-selling program requirements
  • The “placebo effect” on value and perception
  • How to design product pairings and measure expectations
  • What to do when cross-selling rejection wears you down

                ABOUT THE SPEAKER

                Steve Coscia, President of Coscia Communications Inc., works with organizations who seek more customer retention, improved profitability and world-class service status. Steve has achieved much cross-selling success and he has served on industry cross-selling and up-selling panels alongside industry giants such as the Home Shopping Network and Land’s End.

                Steve is a best selling author, columnist, 20-year customer service practitioner and telephone skills specialist. He is the author of two best-selling call center books: TELE-Stress and Customer service Over the Phone. Steve speaks at call center conferences worldwide and he has appeared on CNBC, Fox-TV and Comcast CN-8 as one of the call center industry's leading experts. His audiences sense his expertise along with his empathy for a very challenging profession.

                What You Get With Each Option

                Live Recording

                Live Only

                Participation in the live upcoming webinar

                Recording

                Recording Only

                Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

                Live and Recording

                Live + Recording

                Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

                Event Package

                Event Value Pack

                Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

                What You Get With Each Option close

                Live Recording

                Live Only

                Participation in the live upcoming webinar

                Recording

                Recording Only

                Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

                Live and Recording

                Live + Recording

                Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

                Event Package

                Event Value Pack

                Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

                About Webinar Connections close

                Each purchase is for ONE computer to access the session.
                A group may participate in a room together as long as only 1 computer is logged in.
                If you need more than one computer to access the webinar, please call customer service at 888-479-2777.
                A charge will apply for each connection.