The Shocking Truth About Cross-selling
description
Transcript of The Shocking Truth About Cross-selling
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The Shocking Truth About Cross-sellingPresented by Owen Fuller, Fit Marketing
#ucua @owenfuller
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Introduction
Owen FullerChild #11
Alaska GrownPresident at Fit Marketing
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Our Challenge
Apply the tiny habits that lead to cross-selling success.
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Our Reward
Benefit from the surprising secret that all top cross-sellers have learned.
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Who is a salesperson?
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Our 5 Problems
• We don’t see what’s in it for us• We haven’t had proper training• We don’t know our members well enough• We don’t know what to offer• We don’t know how to get started
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We don’t see what’s in it for us
Our dreams are disconnected from our daily work.
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We can live the life we have imagined
ExperiencesGrowth
Contributions
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Dream Board Exercise
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We haven’t had proper training
We were trained to work as cogs in a machine in a world that doesn’t exist anymore.
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We Are Geniuses
“A genius looks at something that others are stuck on and gets the world unstuck.”
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Genius Discovery
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We don’t know our members well enough
We live in a fast-paced world and both members and us have many demands on our time.
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Knowing is about caring first
“People don’t care how much you know until you know how much you care.”
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“I’ve learned that people will forget what you said, people will forget what you did,
but people will never forget how you made them feel.” Dr. Maya Angelou
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Persona Discovery
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• Background/Demographics• Goals• Problems• How to help• What that help means to her• Real Quotes
Sample Sally
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We don’t know what to offer
We cannot offer what we do not understand and believe
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We are becoming experts each day
AwareUnderstand
BelieveBenefits
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Experts focus on the benefits
• convenience• make money• save money• get stuff• peace & security
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Offer Exploration & Failure Exercise
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We don’t know how to get started
Change is hard.
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Know the process• First impression (appearance, eye contact,
smile, match their tone, stand tall, learn)• Know the benefits (convenience, make money,
save money, get stuff, peace & security)• Get them talking• Get permission to continue the conversation• Know what comes next
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Tiny habits are easy
Make it tinyFind the spot
Train the cycle
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Tiny Habit Game Plan
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The big secret??
What is the shocking truth that all top cross-sellers learned?
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When you
• Connect your dreams to your work• Solve people’s problems• Show people you care
• Share benefits you believe in• Start with tiny habits so you stay consistent
You build relationships with people
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And that makes you
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Learn more
• sethgodin.comLinchpin, Are you Indispensable
• bjfogg.comTiny Habits
• fitmarketing.com
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The Shocking Truth About Cross-sellingPresented by Owen Fuller, Fit Marketing
#ucua @owenfuller