Sales staff will be able to identify additional sales opportunities and learn to analyse their current customer database information to determine where there are opportunities to develop existing customers and where the priorities lie.
Maximising Sales – identifying opportunities from:
Listening to the customer and asking questions, and offering an additional product or service.
Upselling – identifying customer needs and offering a premium option which is relevant to their requirements.
Link Selling – finding out more about a project or situation so you can offer a range or package.
Cross selling a multiple offering to ensure the customer is aware of all the benefits that are relevant to them and their situation.
Analysing customer database and devising a plan to develop and prioritise existing customers.
Methods to build customer loyalty.
Developing customer relationships – methods to improve communication.
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