Cross-sell with Confidence - Live at Your Desk

Introduction

Cross-selling is a topic that generates a lot of interest. Clients who use a number of a firm’s services are more profitable and satisfied.

This virtual classroom seminar concentrates on cross-selling for professional service firms. It provides an understanding of what needs to happen within your firm to facilitate cross-selling - and what you can do as an individual to increase the work generated by cross-selling.

What You Will Learn

This live and interactive course will cover the following:

• Why is cross-selling important?
  • The benefits and drawbacks of cross-selling
  • Inbound and outbound referrals - the reciprocity effect
  • The three tier model of cross-selling action: firm, team and individual
  • CRM systems and incentive schemes
• How do you prepare yourself to cross-sell? Internal relationships
  • Shift your mindset from technical expert to relationship manager
  • The Activator model of effective business development
  • Acquire the internal knowledge you need
  • Identify the relationships you need
  • Internal networking - skills and approach
  • Internal visibility and personal brand
  • Resources to help you
• How do you cross-sell? External relationships
  • Know how relationships are built - the emotional and rational factors
  • Nurture and strengthen relationships with clients
  • Be confident in client conversations
  • Show interest, be curious and ask questions
  • Handing over opportunities - Deal with client resistance and know your key client processes
• Action planning
  • Key learning points, things you will do differently and your Personal Development Plan

Recording of live sessions: Soon after the Learn Live session has taken place you will be able to go back and access the recording - should you wish to revisit the material discussed.