The Keys to Effective Upselling
Standalone module or integrated into the “Sales & Business Development” path
Maximize the value of each customer without compromising the business relationship. This module gives you the essential foundations for successful upselling and cross-selling strategies in B2B. It is aimed at Account Managers wishing to strengthen their impact by developing additional sales in a targeted, ethical, and efficient manner.
In this strategic module, you will learn to:
– Understand the key differences between upselling and cross-selling to better activate them.
– Understand the concept of Customer Lifetime Value (CLV) and its role in commercial decisions.
– Use the right levers of influence to generate interest from an existing customer.
– Identify the right moments to intervene without weakening the relationship of trust.
– Segment your customer portfolio intelligently to adapt your proposals to each profile.
An essential module for:
✔ Consolidating your commercial foundations around additional sales.
✔ Developing your reflexes when faced with opportunities in the customer follow-up phases.
✔ Align your actions with a value-oriented approach rather than a volume-oriented one.
This module can be taken independently or as part of a complete course dedicated to sustainable business performance in the B2B context.
