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Up-Servicing and Up-Selling

The Up-Servicing and Up-Selling module focuses on helping telephone sales representatives develop the skills and habits needed to be effective consultative salespeople.

This module is based upon Frontline Learning’s highly regarded REAL Selling™ program,  and is designed to help salespeople learn:

  • How to gain quick rapport over the telephone and avoid the “oh no, it’s another telemarketer” response from customers.

  • How to “earn the right” to ask questions and identify needs.

  • How to ask questions to identify the “need behind the need.”

  • How to intensify the customer needs that are most relevant to your products and services.

  • How to confirm needs before presenting solutions.

  • How to link your product and service solutions to customer needs.

  • How to gain commitment (close) effectively.

Note: Additional training tools and resources will be available including a facilitator guide with video, PowerPoint presentations and handout masters (if you wish to conduct your own face-to-face training) and participant workbooks that can be used as a companion to live training and e-learning delivery. Contact us for more information on these additional resources.

For more information please request a free preview

ng and e-learning delivery. Contact us for more information on these additional resources.