Upselling and cross-selling to an existing customer
This e-learning course "Upsell and cross-sell to an existing customer" will help you to better master this topic in a professional context.
The goal of this process is to help you identify the potential value in your current customers.
The examples, scenarios and case studies are designed to be easily transposable into different professional contexts and types of organizations.
Prerequisites
No specific prerequisites are required to follow this course.
Target Audience
Managers, HR managers and employees concerned with the topic of "Upselling and cross-selling to an existing client".
Content
The course is structured into several complementary modules, combining theoretical input, practical exercises and interactive activities to facilitate the appropriation of concepts.
Training path
Understanding the customer's needs to optimize existing satisfactionWhat if your greatest growth lever was already hidden in your customer portfolio?In this module, you will discover why upselling and cross-selling are much…What if your greatest growth lever was already hidden in your customer portfolio?
In this module, you will discover why upselling and cross-selling are much more than sales techniques: they are true drivers of commercial performance. Too often underutilized, existing clients represent immediate revenue potential – provided you know how to identify the right opportunities at the right time, without compromising the relationship you've built.
✔ What are the conditions for success in selling more to an existing client?
✔ Why is the intelligent use of a client portfolio a strategic advantage?
✔ How can you make the follow-up relationship a lasting commercial anchor?
This module, with its strong operational impact, will give you the awareness needed to capitalize on what you already have and prepare you to approach the next stage of the journey with a clear vision of the challenges of upselling.
It can be taken:
• Independently, to gain perspective on your existing customer approach
• Or as part of the "Sales & Business Development, for a complete skills development program including fundamentals, techniques, practical exercises, and a final quiz. Don't let your competitors reap what you've sown. Discover how to transform your current customer base into a true growth driver.
Effective upsell techniques to maximize salesStandalone module or integrated into the "Sales & Business Development" pathwayMaximize the value of each customer without compromising the business relationship. This module provides…Standalone module or integrated into the "Sales & Business Development" pathway
Maximize the value of each customer without compromising the business relationship. This module provides you with the essential foundations to succeed in your upsell and cross-sell strategies in B2B. It is aimed at Account Managers looking to enhance their impact by developing additional sales in a targeted, ethical, and effective manner.
In this strategic module, you will learn to:
- Understand the key differences between upsell and cross-sell to activate them better.
- Grasp the concept of Customer Lifetime Value (CLV) and its role in business decisions.
- Use the right levers of influence to spark the interest of an existing customer.
- Identify the opportune moments to intervene without undermining the trust relationship.
- Smartly segment your customer portfolio to tailor your proposals to each profile.
An essential module for:
✔ Consolidating your commercial foundations around additional sales.
✔ Developing your reflexes in response to opportunities during customer follow-up phases.
✔ Aligning your actions with a value-oriented approach rather than a volume-oriented one.
This module can be taken independently or integrated into a complete pathway dedicated to sustainable commercial performance in the B2B context.
Winning techniques to optimize upselling and cross-sellingThe key module to boost your B2B sales without compromising customer relationshipsMastering the art of selling a complementary offer (cross-sell) or encouraging an upgrade…The key module to boost your B2B sales without compromising customer relationships
Mastering the art of selling a complementary offer (cross-sell) or encouraging an upgrade (upsell) is a real performance lever… provided it's done with finesse!
This module will give you the keys to transforming every customer interaction into a successful sales opportunity, without being pushy or undermining trust.
Whether you're already comfortable with sales or still developing your skills, this module is perfectly suited for you. It can be taken individually or integrated into the complete "Sales & "Business Development," designed for professionals seeking concrete results.
What you will discover:
• Interactive scenarios to practice selling more and better
• Proven techniques to identify triggers for additional purchases
• Expert advice on structuring impactful proposals without annoying customers
• Common mistakes to avoid to maintain a lasting client relationship
• Real-world content designed for B2B account managers in demanding environments
Transition from supplier to strategic partner and grow your portfolio without soliciting new clients.
Strategies for adapting to clients' diverse situationsE-learning Module – Sales & Business DevelopmentAdapt your upselling and cross-selling approach according to the customer profile to maximize your opportunities without harming the…E-learning Module – Sales & Business Development
Adapt your upselling and cross-selling approach according to the customer profile to maximize your opportunities without harming the business relationship.
This 100% online module immerses you in 3 interactive scenarios to develop your sales agility. You will learn to:
- Identify the weak or explicit signals of a sales opportunity
- Adjust your approach according to the customer's maturity and relationship level
- Maintain a dynamic of trust while guiding them towards new offers
Are you a B2B Account Manager? This module is for you if you are looking to:
- Boost your conversion rates on additional sales
- Better personalize your actions according to customer contexts
- Strengthen loyalty through an approach perceived as useful and legitimate
To be followed independently or as part of the complete "Sales & "Business Development" module allows you to enrich your development strategies for your existing portfolio, combining relationship building skills and sales effectiveness. What you will experience: 3 immersive scenarios with diverse client profiles; targeted feedback to better understand your strategic choices; direct application in your client follow-up meetings; mastering the art of adapting your upsell to the context is a key skill for stimulating growth without forcing the sale.
Master quiz - Upsell and cross-sell with an existing clientBoost your sales reflexes with an immersive and fun experience!This module can be taken independently or integrated into the complete e-learning path Sales &…Boost your sales reflexes with an immersive and fun experience!
This module can be taken independently or integrated into the complete e-learning path Sales & Business Development, designed to enhance the sales effectiveness of B2B Account Managers.
What if "learning to sell more" became your new playground?
In this final module, you test your knowledge while having fun with an interactive scenario-based quiz, inspired by famous progressive tier television games.
The concept:
Answer 15 questions correctly to reach the top. All themes related to upsell and cross-sell are covered (customer knowledge, sales posture, identifying the right moments, formulating a compelling proposal, handling objections, etc.).
3 secured tiers allow you to validate levels of progression:
- Tier 1 (Question 5): you guarantee a first minimum score
- Tier 2 (Question 10): you secure your intermediate expertise
- Tier 3 (Question 15): you reach expert level and achieve victory
3 jokers are at your disposal to overcome hesitations:
- 50/50: two wrong answers are removed
- Call an expert: get tailored advice for the question
- Skip: skip a question and come back to it later
Why take this module?
- Strengthen your sales reflexes while challenging yourself
- Effectively review key concepts of upsell and cross-sell
- Experience active pedagogy rooted in gamification
- Enjoy a short, engaging format perfectly suited to tight schedules!
Whether you want to simply review in a fun way, validate your knowledge, or complete your training path, this final training is the keystone of your skill enhancement.