Offers performance assessments specifically focused on evaluating and optimizing an organization's complex sale selling skills.
www.primesalesmanagement.com
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Successful Sale Coaching Strategies Improve Your Team's Performance
www.MortgageManagerSeminar.com
Powerful e-sales tool full of tips and tricks to increase your success
www.mysellingskills.com
B2B Custom Solutions that build profitable sales relationships
www.trendline-co.com
Comprehensive Sales Force Training Measurable Results & ROI
www.Huthwaite.com
Increase Enterprise Job Knowledge with SkillSoft's Learning Portal.
www.skillsoft.com
Sales Training Community Sales & Sales Training Information
www.salestrainingindustry.com
Read the new e-book that explains why cold calling doesn't work!
www.nevercoldcall.com
Long list of popular books on the art of sales.
www.businessfx.com
Article on stretching your dollar as a salesman.
www.canvasnet.com
Resource for books on sales, marketing, management, market research, and strategy.
www.competitiveanalysis.com
Robert M. Hinderliter of Delco Cleaning Systems of Fort Worth talks about telemarketing, direct mail, and other sales techniques.
www.dcs1.com
Article by Dr. Kevin Nunley on five telephone techniques to increase clients and sales.
www.drnunley.com
Article in Fast Company, providing sales tips from 12 top executives.
www.fastcompany.com
A feature-rich sales solution that incorporates contact management, opportunity management, customer relationship management, data analysis, team selling and remote data synchronization. Based in Canada.
www.maximizerenterprise.com
Step-bystep on how to create a sales contract to schedule billing for a multisponsored project. The sales contract is linked to the project and each of the sponsors. Presented by the Massachusetts Institute of Technology.
web.mit.edu
Step-by-step on how to create a sales contract to schedule billing for a sponsored project. The sales contract is linked to the sponsor and project and includes a billing schedule. Presented by the Massachusetts Institute of Technology.
web.mit.edu
Charles "Skip" Murray helps people reach their fullest potential through systematic and fresh selling techniques.
www.murrayassociates.com
Offers motivational information, services, and products.
www.nelson-motivation.com
Resources for connecting buyers and sellers of trust deeds, mortgages and all other cash flows from around the world.
notenetwork.com
San Francisco, California sales operations consultancy promoting sales growth by creating end-to-end sales contracting processes including product development, contract, order fulfillment and marketing services.
opscentric.com
Questionnaire to assist in understanding your sales environment.
www.penoyer.com
Offers performance assessments specifically focused on evaluating and optimizing an organization's complex sale selling skills.
www.primesalesmanagement.com
Training company offering custom designed basic and reinforcement sales training to sales organizations throughout the US.
www.sales-train.com
Eight things you need to know to be a great salesman.
aggie-horticulture.tamu.edu
Hundreds of tips on selling techniques, marketing advice, and management tools.
www.tka.co.uk
Christopher M. Knight presents his Top 7 list - Quick Principles On Power Negotiating Techniques.
www.top7business.com
Provides sales training and sales management training seminars.
www.toplineleadership.com
Detailed outline on personal selling and sales techniques. Professor Alex L. Brown, University of Delaware.
www.udel.edu
Detailed outline on personal selling and sales techniques.
www.udel.edu
Two-video program explaining how to establish a long term "partnership" with your customers by using a consultative selling approach; offered by RPM Distributing.
www.visitorinfo.com
Providing sales training for companies involved in multi-person sales strategies. Training includes prospecting, negotiating, presenting, closing, and more. Complete sales skills assessment tool available.
Consultative Sell | Value Selling | Team Selling | Sales Assessment
www.waterhousegroup.com
Speaker & consultant site providing advice for direct sales, marketing & customer service on the Internet or face to face.
www.worldsalescenter.com
Successful Sale Coaching Strategies Improve Your Team's Performance
www.MortgageManagerSeminar.com
Guide to Cross-Selling and Up-Selling Your Products and Services
Maximize every sales encounter to increase your bottom line- Introduce customers to new products or services.
- Turn one-time buyers into long-time customers.
- Increase the perceived value of a customer's purchase.
Action Steps
The best contacts and resources to help you get it done
Get training in cross-selling and up-selling
Cross-selling and upselling are learned skills. Consider offering a training program to your employees to learn how to suggest products and services to meet your customers' needs and when to make the pitch.
I recommend:
You and your sales forces can engage in classroom or online training to earn certification in cross-selling and upselling.
Turn customer service reps into cross-sellers
Remember that every interaction with a customer is an opportunity to cross-sell or upsell, even interactions by your customer service staff. Train your customer service reps to transform routine communications into selling opportunities.
I recommend:
Forum.com offers a report on key customer service rep behaviors that entice customers to buy more. CustomerServiceGroup.com offers the "Guide to Cross-Selling and Upselling for Customer Service Professionals" to help transform your customer service team into a sales team.
Recognize employee efforts
Encourage cross-selling and upselling with an employee recognition and reward program. When an employee increases sales using these techniques, offer them some sort of incentive that will also inspire co-workers to increase their efforts.
I recommend:
Reward employees for their cross-selling and upselling efforts with an incentive program from LoyaltyWorks.com.
Use technology
Customer relationship management and sales force automation software can help you with your cross-selling and upselling efforts. By analyzing past buying habits, you can pinpoint additional or higher-value products or services that would appeal to existing customers.
I recommend:
Sales force automation software, such as NetSuite, includes components to assist with your cross-selling and upselling efforts.
Use customer recommendations and testimonials
It's human nature to want to know what other people are buying, especially when you're considering making a purchase. Amazon.com is a master of using this technique to sell add-on products through the recommendations of other buyers.
I recommend:
Get tips on how to collect and use customer testimonials at About.com. Observe how Amazon.com encourages additional purchases through recommendations and on-site activity of other buyers, such as books purchased or titles reviewed.
Cross-sell and upsell on your Web site
Let your Web site do the cross-selling and upselling for you. Whenever a customer views a product, your Web site should highlight related products or a more expensive model of the same item.
I recommend:
For tips on upping the volume and value of each sales transaction on your Web site, visit WebOptimiser.com. You can also purchase an upsell module for your Web site from ResearchTriangle.com that will automatically show customers a higher-value model of the one they're viewing or complimentary items.
Tips & Tactics
Helpful advice for making the most of this Guide- Make sure the items you're attempting to cross-sell are indeed relevant to the one your customer is purchasing. If your suggestions are off-base, you may lose the whole sale.
- Target top customers for cross-selling and upselling. Their repeated buying habits are indicators for high sales success.
- Consider the timing when cross-selling or upselling. The pitch should seem natural in the sales process.
