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SALES TRAINING 

CROSS-SELLING SKILLS

COURSE OVERVIEW

LEARNING OBJECTIVES

Your current clients can be your most promising source of additional business, but all too often they remain an untapped opportunity because firms flounder when it comes to taking advantage of existing relationships. 

 

This course will help you assume personal responsibility in the cross-selling process and also understand what’s needed from an internal business perspective, so that you can have the right conversations in an unthreatening way and ultimately build greater client loyalty with mutually beneficial outcomes.

  • Recognise how to take ownership of your role in the cross-selling process

  • Discover how to ask the questions that identify and qualify opportunities, so that not every cross-selling conversation feels like a “pitch”

  • Understand and capitalise on buying signals from your clients

  • Learn to ask for referrals and navigate stakeholder maps to expand your relationship base within clients’ firms 

  • Discover how to execute a cross-sell process and ensure all components are right for the organisation

  • Learn how to think about the bigger picture when analysing client requirements

THE SIGHTLINE DIFFERENCE

There are 7 key areas that set Sightline apart – and underpinning them all is an approach that’s rooted in reality and informed by science.

MEASURABLE IMPACT

Key to the Sightline approach is ensuring we know what the measures of success will look like at the end of each programme and beyond. We analyse the requirements of both the business and individuals before training begins so that we can promote sustained learning by measuring both immediate results and long-term impact.

QUALITY OF TRAINER

The extensive time and training we invest in Sightline’s trainers is reflected in their extremely high quality; they really are some of the best in the market. Selected for their ability to communicate our course content in an engaging way, they embody the emotional intelligence that is so fundamental to Sightline’s programmes.

PERSONALISED LEARNING

In personal coaching and group sessions alike, we take a personalised approach to our training, because we know that when people develop and grow, so do the businesses they work for. By catering our training to individual needs, our coaches can offer delegates the tailored support they need to thrive.

SPECIFIC AND COMMERCIAL

All our courses are deeply practical and based on the realities of individuals’ roles, rather than just the theory. Created with commercial outcomes in mind, our training demands hard work of its delegates and delivers a tangible impact on their real-world roles. Whatever your job is, you will walk away from a Sightline session being better at it.

EQ BASED

Emotional intelligence is at the core of every Sightline course and our approach is backed by psychiatric research. Based on a deep understanding of human relationships and how people react to each other, our training empowers delegates to harness their own EQ for maximum performance in sales and business.

SUSTAINED LEARNING

Our training isn’t the kind that’s useful in the moment and then forgotten about shortly afterwards. From long-term programmes like Sightline Academy to smart modular options like our Interval Training, all our courses are designed to create real and sustained change that continues to develop long after the training is finished.

EXPERIENTIAL

Our hands-on training increases both the rate and efficacy of learning, as well as its long-term impact. People learn best when they interact and connect, trying out newly acquired skills for themselves and testing new behaviours in a practical setting – and by training experientially, we increase engagement for more robust outcomes.

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