Many organisations find cross-selling a significant challenge. People stick to their comfort zones, especially when under pressure.
Yet maximising the value of every opportunity is critical to achieving your full potential in the market place. Cross selling is highly effective and a critical component of customer retention and growth. It is so much easier to sell more to an existing customer than find a new one.
Comfort zones in reality are often self-imposed psychological barriers – a lack of confidence. If a product is unfamiliar or perceived as complex, sales people are likely to shy away from discussing it with a customer.
The trick is to tackle competence and confidence at the same time across your portfolio. By researching top performers in each product line, Cotoco capture how and why they are successful. This is then provided to all sales people in a laptop-based sales support tool, making it easy for other sales people to adopt these successful methods in every case.
An hour or two in the field with the right sales support tool is sometimes all it takes to get a sales person excited. Enough to be eager to talk to a customer about a new subject.
The results can be dramatic. One product specialist from a global networking company reported sales were up 30% in a matter of weeks by deploying Cotoco’s approach.
If your cross selling rates are not what they should be, why not call us now on +44 (0)2380 689610.
Cotoco moves to the Next Generation
At Cotoco we are developing our performance toolkit technology in a way that is little short of revolutionary.
Our next generation of toolkits will enable information and support material, across all solutions and product lines, to be filtered – for example, by vertical market, business driver and customer role. A sales person can instantly produce a ‘personalised’ toolkit suitable for a specific sales call, so they can discuss the customer's business problems in their entirety, rather than channelling them down a specific route based on a single solution.
This breaks down the barriers between solutions that have existed in the past and makes cross-selling far easier than it has ever been.