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upselling and cross-selling

When you’re looking for ways to grow your business, you could do worse than using tried and tested upselling or cross-selling techniques.

I know. You hate to hassle your current clients. But it makes good business sense, as the cost of upselling to existing customers is so much lower than going out on the hunt for new business.

Conversion rates are usually 16x higher and if they don’t buy anything additional, your call will turn into an account management one

Gordon Gekko

This isn’t an 80’s rom-com and you are not Gordon Gekko. Business catchphrases are cliché and often flag up to customers that you are not treating them as individuals. Overused sales patter can quickly turn a client off. So, pause next time you go to assure someone your product is a ‘win-win’ for them or that it provides ‘peace of mind’… yawn. You can do better than that. Tell them a real example from a current client similar to them, or better yet, tailor a few personalized projections based on your prospect’s business

http://www.sales-i.com/3-social-pitfalls-salespeople-fall-into-and-how-to-avoid-them

In an increasingly digital world the traditional workplace has been extended onto social networks, professional networking sites and broken free of the regular 9 to 5. As a result, modern salespeople are having to navigate a shifting landscape of social do’s and don’ts as they build and nurture working relationships