Become Better at Cross-selling and Solutions Selling(2 / 2)

Getthetotalpicturefirst—bygatheringinformationaboutthecustomer'sactualworkingneedsandrequirements.

Identifythecustomer'skeydecisionmakers—andunderstandhowtheycometoadecision,andwhatinformationtheyrequiretomakeadecision.

Assembleamixofproductsandservices—thatwillbeuniquelydesignedtomeetthecustomer'sactualneeds.Indevelopingthismix,youalsoneedtobearinmindyourownmarginsandtheprofitabilityinherentinthismix.

Showthecustomerhowthevaluepropositionyouproposebringsthemgenuinequantitativebenefits—likeacostreduction,animprovementintheirmargin,bettercashflows,anincreaseinmarketshareoranincreaseintherevenuestheygenerateintheirbusiness.Thesequantitativebenefitscanthenbereinforcedbyqualitativebenefits(likeincreasedcustomersatisfactionandimprovedbrandimage)。

Bothlargeandsmallorganizationscanreinventthemselvesandincreasetheirrevenuesthroughcross-sellinginitiatives.Theseideascanalsochangetheorganization'sgeneticcodemovingforward,andlaythefoundationformoregrowthinthefuture.