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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 22

Up-Selling and Cross-Selling

CHAPTER OVERVIEW

Up-Selling and Cross-Selling

Reasons to Up-Sell and Cross-Sell

Attitudes to Adopt When Up-Selling and Cross-Selling

Exercise 22.1. Finding Ways to Up-Sell and Cross-Sell

Companies leave money on the table for so many reasons. In this chapter you’ll discover some surprising reasons to up-sell. The obvious one is to make more money. But the inverse of that is preventing the loss of a client by creating multiple exit barriers. You’ll also read ways to mentally prepare to up-sell as well.

Angry Client Wanted to Spend More Money

Steve earns a very uncomfortable conversation. I’m team training a roomful of entrepreneurs. It’s amazing how many brilliant business minds have little or zero sales ...

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