I need to know how to train consultants to notice upselling opportunities within existing clients and then close.
Interesting, one of the things that always amazed me when I went on joint calls with other reps was the opportunities they let waltz by.
I think point one is for the reps to have the best interest of their client at heart. I think it's also necessary to have longer conversations with clients and that needs rapport.
Then, you may like to consider getting the salespeople to do mental rehearsal of noticing opportunities and doing the upsell. Important when they do this to do it from an associated view (looking out their own eyes) and from a disassociated view (watching from a fly on the wall view). You could reinforce this with role plays.
Hope this helps, Greg
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