Cross Selling // Sales

Fresh Solutions for a Changing World © JMReid Group Philadelphia Chicago (856) 397 6157

By the end of this workshop participants will be able to: • Define the evolving selling skills needed for success

• Describe the principles of cross selling

• Identify and assess themselves against the core cross selling skills

• Assess current client relationships and describe what the assessment suggests about their ability to cross sell

• Identify and adjust to different client business drivers and paths to market leadership

OVERVIEW This hands-on two-day workshop is designed to provide participants with the mindset, skills and tools to increase their ability to cross sell.

Welcome • Introduction • Learning objectives

Cross Selling • The business case • Evolution of selling • Your mindset dries your impact • MAPS activity Strategic Gap • Value to various stakeholders • Diagnostic scenarios • Reframing your role Principles of Cross Selling • Genuine Curiosity • Trust in value • Challenging the client’s thinking

Cross Selling Skills • Self-Assessment

Questions • Sanderson murder mystery • Fat rabbit behavior • Types of questions and what they

say Client Value Drivers • Asking for referrals • Targeted prospecting • Tailoring your message Client Assumptions • Recognizing and challenging Creating Value • Client Value Driver Model

The Great Unknown • What to say when you don’t know Positioning • Curse of Knowledge Existing Relationship • We teach people how to treat us • Reframing Senior Level Selling • Be good, be brief, be gone Account Selection • Cross selling is not for everyone Workshop Close

PROGRAM FLOW: KEY CONTENT AREAS

• Define the evolving selling skills needed for success

• Describe the principles of cross selling • Identify and assess themselves against the core

cross selling skills • Assess current client relationships and describe

what the assessment suggests about their ability to cross sell

• Identify and adjust to different client motivational styles

• Recognize a common set of client business drivers and paths to market leadership

• Apply a referral building strategy to an existing client

• Articulate what their current questions tell the client

• Craft questions that cause the client to truly think

• Demonstrate the ability to tailor their sales message

• Sell the full firm • Identify ross selling opportunities with their

existing portfolio