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The I LOVE Cross-Selling Course: How to Systematically Identify, Qualify and Refer Business to Others

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

Method of Presentation: Lecture and discussion

Recommended CPE Credit: 8 hours