E-LEARNING TRAINING: Upsell and Cross-sell – Developing revenue from existing customers
Estimated duration: 1.5 hours – 100% online format – Audience: B2B Account Managers
Don’t let the potential of your existing customers lie dormant.
In a B2B context where customer acquisition is costly, it is strategic and profitable to develop the value of your customer portfolio. Through this pragmatic, immersive, and results-oriented e-learning training course, you will learn to:
- Identify upsell and cross-sell opportunities without harming the business relationship
- Adopt best practices to transform a current sale into a new collaboration
- Adapt your posture and your speech according to the contexts and interlocutors
- Practice a realistic simulation with a virtual customer
- Close the training with a fun and comprehensive review quiz
A clear educational progression in 6 modules designed for action:
- Unlock existing customer potential Why continue selling after the sale? Here you will discover the business challenges of upselling and cross-selling, learn to identify the latent value in your portfolio and understand how to strengthen loyalty and sales performance.
- Master the fundamentals of post-sales business development B2B models, the key differences between upselling and cross-selling, the logic of value, profitability and customer satisfaction on which to rely
- Deploy best practices in the field Know how to detect opportunity signals, structure your proposals, present complementary or premium offers with impact, conclude with confidence
- Adapt according to contexts and customers Loyal or volatile customers, strategic or monitoring accounts, technical contacts or purchasing decision-makers: adapt your posture, your levers of influence and your priorities
- Simulator – Customer interview: identify, propose, conclude Conduct an exchange with a virtual character around an existing customer need. Your mission: identify opportunities to add value… without compromising the quality of the commercial relationship
- Final mega quiz Consolidate your knowledge and test your mastery of the course through a scripted quiz rich in feedback
This course is for you if…
- You want to build a customer relationship based on mutual growth
- You are in charge of active accounts and want to develop their untapped potential
- You are looking for concrete tools and methods, directly applicable in the field
Short format, long impact:
→ An immersive experience in less than 2 hours
→ Sales techniques that can be immediately activated
→ A strengthened customer posture to build sustainable performance
