If every agent could add even a small cross-sell or upsell to every call, the potential for increased revenue would increase dramatically. Through ICMI’s Proven Techniques for Blending Sales and Service course, agents learn the fundamental skills and techniques that will give them the confidence to increase their sales potential.
Module 1 Relationship-Driven Sales
In this module, we explore the importance of relationships when selling. You’ll discover the four stages of the inbound sale, as well as the four steps to building a relationship.
- Relationships in Selling
- Introduction to the Four Stages
- Key Components of the Conversation
- A New Model of Selling
- Building the Relationship
Module 2 The Psychology of Buying
In this module, we’ll investigate the seven principles of the psychology of buying.
- The Psychology of Buying
- The First Three Insights
- The Final Four Insights
Module 3 Effective Questioning
In this module, you’ll discover how questioning helps to build the relationship. We’ll prepare you with questions that meet your goals and can effectively redirect the conversation.
- Effective Questioning
- Questioning the Meets Goals
- Changing the Subject
Module 4 Handling Objections and Closing the Sale
There are five steps to effectively handling objections. This module uncovers those steps and how to make the closing a natural extension of the conversation.
- Handling Objections and Closing the Sale
- Five Steps to Handling Objections
- Time to Close
- A Note About Price
Module 5 Upselling and Cross-Selling
This module will help you to identify and present upsell and cross-sell opportunities based on both the relevance and benefit to the customer.
- Upselling and Cross-Selling
- Helping the Customer
- What to Offer and Why