Cross-Selling and Upselling Strategies

This sales workshop shows reps dozens of upselling and cross-selling strategies to boost profits, think outside the box, and strengthen existing key account relationships.

In this customizable workshop, we show sales teams how to broaden the appeal of their product line with the intricacies of upselling and cross-selling. And how different scenarios, with different customers, can call for one specific approach over the other.

Upselling and cross-selling leverage the work the sales rep has already done. “Upselling” means selling other goods and services to the same buyer. “Cross-selling” involves selling to another buyer in the same organization. Buyers want to trust their sales reps, and reps who do their homework should understand what their customers really value. A clear upselling and cross-selling strategy is crucial in identifying these profit-expanding opportunities.

Upselling & Cross-Selling Actions We Help Teams Develop

  1. Differentiating between cross-selling and upselling to new clients versus established clients.
  2. Determining the best point of the sales process to make your move.
  3. Knowing how and when to seek addition decision-makers within a client’s organization or key account.
  4. Avoiding clumsy executions — not appearing greedy or ungrateful.
  5. Knowing what discovery questions to ask in order to seek in-depth industry insights into what customers truly value.
  6. Becoming a strategic partner by always looking out for the customer’s real-world (genuine) interests.

Performance Guarantee

Our clients typically get 7 times their return-on-investment (ROI) – or better!