How do you design and deliver engaging and relevant cross-selling training sessions?

Start with assessing your sale's team needs, content planning, and selecting the appropriate delivery method for the training. - Start with assessment of sale's team skill and knowledge related to cross selling and find out the area of improvement - Set up SMART objective for the learning need - Create the learning content that is customize as per learning objective include real life scenarios, relatable and applicable to daily tasks include interactive elements such as case studies, quiz - Delivery method of the training need to align with the learning preference - Encourage active participations by ensuring two way discussions - The impact of the training can be measured using KPI like cross selling conversion rate, customer satisfaction

Assessment of needs should be intergrated in sales as part a continous improvement plan rather as an event. Buddy teams is a concept where sales team members gain in the job real time training by watching how their fellow team member pitches and close deals.

At the heart of cross-selling is the foundational belief in the value of diversity. When you embrace diversity in cultures and via needs assessment for lifestyle segmentation, the spectrum of opportunities are magnified. So at its core, cross-selling is a reframing or perspective shift in how opportunities are found, approached, and satisfied. A fundamental skill to be taught is discovery. Well thought out discovery allows the salesperson to develop and deepen a relationship with the prospect while identifying key needs, primary stakeholders, purchase protocols and any obstacles. Data driven analysis using regression modeling and survival analysis methodology proves the need for discovery in cross-selling to lifestyle segmentations.

One point to remember is training in approach to pitch should not be based on a template but rather research on the client prior to meet should be utilise to personalise content as need be.

There is need to evaluate and recognise differences in approach and seek to strengthen rather than a complete makeover..Fit to purpose rather than a methodology.

It's important to know the cross sell products/services and their capabilities inside and out. Listen to the business needs and know solutions to present, is what enables cross sell opportunities. Knowing the intricate differences, benefits and abilities of cross sell products, gives the presenter the confidence to not only recommend but the ability to close those sales.