There has to be added value for the client to buy additional services from you. If they already buy that second service from an alternative provider, you must clearly ’sell’ the benefit of them buying both services from you.
By recognising your own company’s wider business capabilities this course allows you to explore more opportunity to offer these services into your clients.
There are many reasons why cross selling is harder than we think it should be. Our research has shown the same barriers exist in many organisations. We shine the light on each of these and offer solutions as to how to overcome them.
Who’s it for?
Anyone responsible for retaining and building upon existing client relationships, whether to uncover new opportunities or deliver existing projects. This course aligns well with ‘Client Relationship Skills’.
A one day workshop for up to 12 people.
Participants will be able to adopt a more strategic approach to addressing clients’ requirements. Delegates will be equipped to look for ways to help their clients grow while offering opportunities to win work for their own business.
Our free e-Learning module is an interactive introduction to best practice.
- Identifying the opportunity
- Understanding the barriers to Cross Selling and overcoming them
- Understanding your wider business capabilities
- Building trust
- Managing internal communication
- Developing your selling skills
From our blog
Harness the power of collaboration to achieve successful account management
Chris Founds and Gary Williams explain why collaborative organisations are highly successful and how to create a culture of collaboration.
Be your clients’ trusted advisor
Doing an excellent job is a first step to winning more work, but it’s not enough. We need to be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers. Our Client Relationship Skills course provides tools and skills that will strenthen and broaden client relationships.
Do you dread negotiations?
Negotations are often seen in terms of winners and losers, but this approach is likely put us on the back foot. Actually the first step to successful negoation is always communication to help both parties feel like winners. Our Negotiation Skills course provides the tools and tips to help you find a position of mutual acceptance with your clients (and colleagues).