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The “I-Love-Cross-Selling” Course: How to Systematically Identify, Qualify and Refer Business to Others

Method of Presentation: Lecture and discussion

Recommended CPE Credit: 8 hours

Taught by: Allan Boress, CPA, CFE and best-selling author of I Hate Selling

Designed For: Every firm who wants to teach their professionals to whom they can most effectively Cross-Sell the firm’s services.

Objectives:

To provide your firm with the ONLY systematic, professional and proven system of Cross-Selling in our profession

To teach your professionals how to identify, qualify, close and refer services outside their disciplines and industries to others within your firm and to the firm’s referral sources

To show your firm how to most effectively conduct the Cross-Selling process and make it work!

To explain how to keep the level of interest up for Cross-Selling

To detail how to best disseminate product information to others

To help the firm identify exactly which products are most conducive to Cross-Selling Success

Deliverables:

Participants leave the program with a systematic methodology to approach Every Possible Cross-Selling Situation. Concentration on identifying, qualifying, questioning, closing, and referring opportunities.

Program Highlights:

  • How to Be in Total Control of the Cross-Selling Process
  • Exactly Where Cross-Selling Opportunities Should Come From
  • Client Penetration: Applying the Cross-Selling Process to Existing Clients
  • Client Penetration: Applying Cross-Selling to Obtaining the Bulk of Work from New Clients
  • How to CLOSE the client for the next step in the Cross-Selling process
  • The Package-A-Product process to make your services easier to Cross-Sell
  • Creating a Questioning Strategy for all products to be Cross-Sold
  • How to make Cross-Selling Work in Your Firm
  • How to disseminate information most effectively to empower the Cross-Selling process
  • How to Keep the Level of Interest up for Cross-Selling
  • Exactly How the Business Development Process Works for Your Firm
  • Combining Institutional Marketing and Personal Marketing
  • Who should be involved in the Cross-Selling Process
  • How to use Multiplication Marketing to make your Cross-Selling efforts more effective
  • Plotting out the Diagnostic Steps to the Ultimate Sale

Free Report: The 5 Deadliest Mistakes People Make While Selling

(Read these great tips to resurrect your closing ability. Seriously!)

It's FREE!

*Your info is 100% protected and never sold. We don't harass you either. We only send you one email every month or so with links to free advice on how to immediately increase your closings, upsell to existing clients, rise above burnout issues, when to do certain types of marketing and so forth.

What Leaders Say

Our results have been phenomenal!

Everyone in our team immediately began putting Allan Boress' methods to work. The energy level in our firm has been incredible. Most importantly, everyone is empowered and confident in selling our firm. We more than paid for Allan's fee with the results we attained the first week following the training.

James L. Williams
Dixon Odom LLP

Just got the $85k job

After following Allan Boress' recommended actions, GR was awarded the job we had been struggling to close. Total recurring fee should be about 60K per year. Extra should be 10-15K per year... Thanks for your help.

Russ Gordon
Goldenberg Rosenthal

Allan Boress changes cultures, changes mindsets.

Each time we work with Allan, it has a lasting impression on our people. Allan's material is very atypical of what is generally offered in sales training programs. Our partners, managers and staff are more likely to think about the marketing and networking possibilities in everything they do, from social activities to the way they work with clients. Working with Allan can go a long way in terms of changing culture, changing mindsets — permanently!

Paul Dunker
Director of Marketing
Big 4 Consulting Firm

AllanBoress takes you through the entire PAINLESS selling process...

...and provides sure-fire closes and much needed advice on face-to-face as well as telephone selling skills. It is perfect for any consultant who gets a butterfly twinge at the thought of making a sales call.

Christian Frederickson
International consultant to professional
service firms and author of How To Build
a Million Dollar Practice

Just because you are a professional service provider doesn't mean you can't sell.

... And it's not that hard! It's even somewhat logical. Allan Boress' program has definitely had an impact on our ability to sell, and on self-confidence in sales situations. Allan provides valuable tools and a methodology to support ongoing, greater success. Our work with him gave us a common way to communicate, a common framework in which to approach and close a sale.

Brian T. Carley
Managing Partner
Big 4 Consulting Firm