Course Overview Successful sales people always Cross & Up sell to increase sales AND give the customer the best solution possible.Please remember that the key to successful cross-selling and up-selling is to focus your efforts on meeting the customer’s needs, rather than simply pushing more products and services.Post expert recommendations. One way to facilitate cross-selling and up-selling success is to state specific recommendations from professionals, experts or other customers to match information the customer has already given you.
Training Duration Total Training Hours : 28-30 Hours
Training Duration : 1 Week
Total Training Days : 4-5 Working Days
Training Schedules Weekdays (Sunday to Thursday)Regular Sessions : 4 Hrs Per day 
WeekEnds (Friday & Saturday)Fast Track Sessions: 6-8 Hours per day 

Certifications: Weekdays (Sunday to Thursday)Regular Sessions : 4 Hrs Per day 
WeekEnds (Friday & Saturday)Fast Track Sessions: 6-8 Hours per day 
Tests Yes
Learning Aids Yes
Course Material Hard & Soft Copies of Study Material
Language of Instruction English
Instructor Helpline Yes
1. Email
2. Social Media (For Emergency requirements)
Registration Requirements 1. Passport Copy
2. Curriculum Vitae
3. Passport size photographs
4. Course Fee
Mode of Payment: Cash / Cheque / Credit Card / Bank Transfer.
Eligibility Criteria
(Who should attend this training)
All sales and marketing officers 
Aspiring students for the career in Sales and Marketing 
Course Benefits

Under­stand sales as an advanced type of service

Rec­og­nise buyer needs

Lis­ten for or cre­ate oppor­tu­ni­ties to cross-sell

Cre­ate a nat­ural, con­ver­sa­tional bridge to the offer

Have more confidence

Over­come resis­tance in a pos­i­tive way

Close more business
Course Contents / Outline


Define cross-selling and upselling

Articulate how cross-selling and upselling can manifest itself across a customer lifecycle

Describe basic principles associated with cross-selling and upselling

Exercise: Introductory Positioning and Challenges

Identifying Cross-selling and Upselling “Solutions”

Identify potential cross-sell affinity items within your “solutions”

Identify common upsell situations within your environment

Articulate a process for identifying and evaluating cross-selling and upselling potential

Identify Offerings and Accounts/Units

Rate Each Fit

Identify Upsell Scenarios

Identify Potential Cross-sell and Upsell Opportunities (White Space)

Define key terms related to white space analysis

Describe and contrast the process for identifying potential XSUS opportunities in:

a strategic, assigned account

a defined territory

Explain when white space analysis is optimally applied within the customer lifecycle

Exercise: Conduct White Space Analysis

Prioritize the Portfolio and Select an Opportunity

Formulate criteria for prioritizing white space opportunities

Create a prioritized portfolio of opportunities (select an opportunity)

Determine Criteria and Prioritize Opportunities

Conduct a Cross-selling and Upselling Sales Conversation

Contrast cross-selling (XS) actions to take for proactive engagements versus reactive ones

Contrast upselling (US) actions to take for proactive engagements versus reactive ones

Describe a process for preparing questions for XSUS sales conversations

Prepare for a Cross-sell / Upsell Sales Conversation

Conduct a Cross-sell / Upsell Sales Conversation

Create Early and Late Interest in Cross-sell and Upsell Offerings

Describe elements of effective demand creation messages

Create messages intended to stimulate interest in cross-sell or upsell (potential) opportunities

Describe how cross-sell or upsell capabilities might be positioned to address implementation issues

Describe how post-sale sales resources can identify and create interest in potential cross-sell or upsell opportunities

Discussion: The Roles and Actions of Post-Sales Resources

Getting Started

Describe the activities for applying cross-selling and up-selling back in their daily routine

Record actions to take to personally reinforce and execute cross-selling and up-selling

Discussion / Exercise: Turn Lessons into Actions


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