The Power Of Cross Selling

 I absolutely love client meetings.

Why?

Because it's an opportunity to find out what's going on in their world.

- how they're doing

- how they're feeling

- what their concerns are

- what their frustrations are

- and where they would love to be

One of the things I've learnt from clients this year is their desire to have sales teams that can 'Cross Sell'; sales people that can sell all their products and services - as against having different sales divisions.

Let's flip this.

Imagine how much more powerful and successful you would be as a sales person if you were able to sell all products and services ranges?!

Your sales revenue would more than double. You would be indispensable.

Why?

Because you would have so much more to offer. And because you have so much to offer you are not limited in your thinking. You are able to think outside the box a lot more - recognising opportunities and ways in which to add value so much more frequently.

But to do this, you must be full of knowledge - of all your company's products / services, and how they can add value; as well as those of your competitors.

You must also have a strong desire to want what's best for your customers/ clients / prospects.

The ability to Cross Sell is a wonderful power. But to do so you must be willing to put in the hours necessary to build up knowledge and understanding. It is very difficult to do this during working hours. The hard work must be put in during your spare time - getting up earlier in the morning to learn / study; spending a couple of hours in the evening on learning / studying; likewise for weekends.

It all depends on how much you want to add value.

If you really want to succeed in sales by adding value and impacting lives, then you must put in the extra hours of learning.

Start developing the necessary habits and disciplines now, so that you are better prepared for a successful future.