Course description
Cross-selling is a topic that generates a lot of interest. Clients who use a number of a firm’s services are more profitable and satisfied.
This virtual classroom seminar concentrates on cross-selling for professional service firms. It provides an understanding of what needs to happen within your firm to facilitate cross-selling - and what you can do as an individual to increase the work generated by cross-selling.
Join expert speaker Kim Tasso as she discusses the benefits and drawbacks of cross-selling, internal and external relationships, action planning, and more.
Upcoming start dates
Outcome / Qualification etc.
Training Course Content
Introduction
Cross-selling is a topic that generates a lot of interest. Clients who use a number of a firm’s services are more profitable and satisfied.
This virtual classroom seminar concentrates on cross-selling for professional service firms. It provides an understanding of what needs to happen within your firm to facilitate cross-selling - and what you can do as an individual to increase the work generated by cross-selling.
What You Will Learn
This live and interactive course will cover the following:
- Why is cross-selling important?
- The benefits and drawbacks of cross-selling
- Inbound and outbound referrals - the reciprocity effect
- The three tier model of cross-selling action: firm, team and individual
- CRM systems and incentive schemes
- How do you prepare yourself to cross-sell? Internal relationships
- Shift your mindset from technical expert to relationship manager
- The Activator model of effective business development
- Acquire the internal knowledge you need
- Identify the relationships you need
- Internal networking - skills and approach
- Internal visibility and personal brand
- Resources to help you
- How do you cross-sell? External relationships
- Know how relationships are built - the emotional and rational factors
- Nurture and strengthen relationships with clients
- Be confident in client conversations
- Show interest, be curious and ask questions
- Handing over opportunities - Deal with client resistance and know your key client processes
- Action planning
- Key learning points, things you will do differently and your Personal Development Plan
Expenses
MBL Seminars Limited
With over 1,000 expert speakers covering more than 3,360 different topics, our course portfolio is vast and can be delivered either online or in-person. With over 450 years of collective professional development experience, we are proud to be trusted to...