Overcoming Roadblocks and Hurdles
Cross-selling sounds easy in principle; however, there are often both internal and external hurdles that need to be overcome to be able to do it consistently well. Your ability to navigate these roadblocks and hurdles will ultimately determine the fate of your cross-selling efforts and account development programs.
In this chapter, we’ll explore techniques to blast through to overcome these roadblocks. Upon completing this chapter, you will be able to:
• Identify the five types of cross-selling roadblocks
• Master techniques to remove roadblocks
• Understand how to reinvent your firm
Five Types of Roadblocks that Prevent Cross-Selling
1. Client hugging
2. Inefficient processes
3. Reluctance to learn ...
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