Sell more, sell better, the secrets of upselling

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Compléter les exercices de préparation à la formation

Upon completion of the training, participants will be able to:

• Identify the most relevant moments to propose a complementary offer.
• Identify, through listening and questioning, the client's explicit and implicit needs.
• Develop a sales follow-up strategy consistent with their business.
• Target the right additional offers based on the client's profile, context, and needs.
• Formulate a compelling offer.
• Develop a concrete action plan to sustainably integrate upselling into their daily professional practice.

Common Misconceptions About Upselling

Module Objectives

• Deconstruct the misconceptions and beliefs that hinder upselling
• Understand the difference between upselling and cross-selling
• Get to know each other and learn more about each other's activities

Identifying Your Upselling Potential

Module Objectives

• Identify opportunities for cross-selling
• Understand the key moments in the customer journey
• Structure a relevant complementary offer strategy
• Shift from a "product/service" perspective to a "customer value journey" perspective

Listening and Questioning to Sell Better: Discovering Needs

Module Objectives

• Use active listening in customer relationships to detect opportunities
• Identify explicit and implicit needs
• Recognize upselling opportunity signals
• Establish a questioning strategy related to your business
• Create the conditions for a relevant cross-sales opportunity

Mastering Momentum: When to Offer Without Damaging the Relationship

Module Objectives

• Identify opportune moments for upselling,
• Recognize the customer's openness signals
• Transition smoothly from initial request to upsell.

Communicating Your Offer: Relevance, Consistency, Value

Module Objectives

• Formulate your offer persuasively
• Structure your offer
• Use verbal and non-verbal communication to persuade

Closing the Sale and Handling Objections

Module Objectives

• Close sales effectively
• Deconstruct limiting beliefs
• Respond effectively to customer objections

Individual Action Plan: My Customized Upsell Strategy

Sales barriers
Creating value in the customer journey
Discovering explicit and implicit needs
The right time to make an upsell
Presenting your additional offer with conviction
Closing and addressing objections

The training program is based on active learning methods:

• theoretical input
• individual and small group workshops
• case studies
• role-playing exercises
• progressive development of a customized strategy