Questas Consulting
  • About us
    • What we do
  • In-House Training
    • Our Courses
      • Espresso Shot Learning Webinars
    • Getting In Front Of Target Clients
    • Sales Conversation Skills
    • Presentation and Pitching Skills
    • Bid and Tender Training
    • Negotiation Skills
    • Key Client Management
    • Client Relationship Skills
    • Cross Selling
    • Difficult Client Conversations
    • Leadership Skills and Behaviours
  • The Questas Academy
  • Coaching
  • Insights
  • Podcast
  • Contact
Select Page

Cross Selling in the world of Professional Services

Jun 16, 2022 | Blog, Podcast

Cross selling in the world of Professional Services?

 

Cross selling in the world of Professional Services is the Holy Grail.  Organisations think it’s easy, but in this episode of Work Winning Ways, you’ll find out why it’s very difficult. Join Gary Williams as he discusses why cross selling is important, how it’s done, and what are the obstacles to overcome.

KEY TAKEAWAYS

  • In so many jobs you need to be able to encourage, motivate, and persuade clients to work with you and influence others to do so. Word of mouth is one of the best tools at your disposal.
  • 80% of your clients buy 20% of the products you sell.
  • It’s 6 times cheaper to sell to existing clients then try to find new ones.
  • Don’t push a hard sell for products and services your client or prospective client doesn’t need. It will essentially just annoy them at the end of the day.
  • Start with ‘why’. Why does your client want your service in the first place. It has to help them with an objective or goal, if there is no strong ‘why’ then the client is unlikely to buy multiple products from you.
  • You have to show added value to convince the client to put more eggs in your basket. Why should they choose you over other service providers?
  • Being a trusted advisor means that you have the competence, but this is just one aspect. The other aspects are knowing how your client likes to work, you also need knowledge of their world, and finally having a genuine interest in them, their objectives and challenges.

BEST MOMENTS

‘Bad cross selling is the kind that makes our clients cross’ 

‘How is about being proactive and curious’ 

‘You need to build a bank of good deeds for it to be reciprocated’

ABOUT THE HOST

Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.

http://linkedin.com/in/garyquestas

https://www.questas.co.uk

Listen to the podcast now on Apple Podcasts and Spotify or your favourite podcast platform.

https://podcasts.apple.com/ca/podcast/cross-selling-in-the-world-of-professional-services/id1577348140?i=1000543444196

Related Content

  • Cross Selling: how to achieve growth by cross selling in professional services
    Cross Selling: how to achieve growth by cross selling in…
  • The Questas Academy | Professional Selling Programme
    The Questas Academy | Professional Selling Programme
  • The Psychology of Selling
    The Psychology of Selling
  • Approaches to Work Winning
    Approaches to Work Winning

Recent Posts

  • Cross Selling in the world of Professional Services
  • How To Become A Trusted Advisor
  • Managing the Client Experience
  • Building Strong Relationships
  • The Psychology of Selling

Categories

  • Blog
  • Business Development
  • Coaching
  • Differentiation from competitors
  • How we help clients grow
  • Insight
  • Key Client Management
  • Leadership
  • Marketing
  • Maximising your time
  • Meetings
  • Podcast
  • Proposal Writing
  • Sales confidence
  • Selling Skills Training
  • Selling to the Public Sector
  • Uncategorized
  • What We Do

About Us

We are a business development consultancy which is passionate about helping our clients develop processes, skills and behaviours that will result in increased sales and improved margins.
  • About us
  • Website terms of use
  • Privacy policy
  • Cookies policy
  • Contact
  • AOEC
  • ISP
  • CPD
  • LinkedIn
  • Instagram
  • Twitter
© Questas Consulting 2021 | Website created by Gillyfleur
Questas Growth Model CONVERT Selling Skills and Bids & Tenders

CONVERT

Selling skills

‘Selling’ can be a dirty word for some of our clients, but without the ability to sell we will struggle to be successful. Our sales training has been developed over years into an approach designed for our technically-minded clients. Courses include presentation and pitching, sales conversations and negotiation skills.

Bids & tenders

Learning how to write a winning bid is one of the most important business skills you can acquire. The layout, language and style you use may make the difference between a successful bid and one that comes close.
See Courses

Questas Growth Model RETAIN client management and client development

RETAIN

Client management

Existing clients pay your wages. Proactive client management ensures that you deliver services on time and on budget while meeting their expectations and nurturing a positive working relationship.

Client development

Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers.

Raising up leaders

Questas offers both one-to-one coaching and leadership training courses. This both embeds newly learned skills and establishes a culture of strong, skilled leadership.
See Courses

Questas Growth Model; CREATE Reputations & Relationships

CREATE

Reputation

According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.

Relationships

People matter. It’s people (in most cases!) who make decisions. A strong network of relationships with clients, influencers and referrers will go a long way to helping you create opportunities for work.
See Courses

Please complete the form and we will be in touch.

  • This field is for validation purposes and should be left unchanged.

Please complete the form and we will be in touch.

  • This field is for validation purposes and should be left unchanged.

Please complete the form and we will be in touch.

Please complete the form and we will be in touch.

  • This field is for validation purposes and should be left unchanged.