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