Upselling, Cross-Selling - That's The Way Direct-TV Lost My Sale

Jane Genova: Speechwriter - Ghostwriter

Standard in sales, even at call centers, is to train in upselling and cross-selling. Soon enough, they frequently find themselves losing the original sale when they get cute with upticks and add-ons. What blew it was the aggressiveness of the sales rep.

The Rental Economy: That changes the rhetoric of sales, pitching

Jane Genova: Speechwriter - Ghostwriter

Instead of embedding in the selling process or pitch language about The Relationship, the words and tone are focused on one product or service in concrete ways.  There is also less room to upsell or cross sell

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Random Acts of Inspired Selling

Jane Genova: Speechwriter - Ghostwriter

 In these competitive times, the peak performance I have come to most value is in the sales process. No closing sales, no books, speeches, opinion-editorials and blog posts to ghostwrite. Most of time, we can't predict those random acts of inspired selling.  Tell the prospect you want the sale and what will it take to get it.   Cross sell.  Branding careers Content-provider Selling Sports Voodoo Admit it.

The New Risk-Aversion: Buttoned-Down Pitching

Jane Genova: Speechwriter - Ghostwriter

Selling into a trend, ahead of a trend, or making it known you know the trend has peaked.    That's how we consultants develop new business and cross-sell to current clients.   Here are the recommendations on how adjust to this marketplace and still close sales: Brash is annoying, so is bullying.    Approach the sales process in steps.  Tags: Selling