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The Shocking Truth About Cross-selling

The Shocking Truth About Cross-selling. Presented by Owen Fuller, Fit Marketing. # ucua @ owenfuller. Introduction. Owen Fuller Child #11 Alaska Grown President at Fit Marketing. Our Challenge. Apply the tiny habits that lead to cross-selling success. Our Reward.

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The Shocking Truth About Cross-selling

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  1. The Shocking Truth About Cross-selling Presented by Owen Fuller, Fit Marketing #ucua @owenfuller

  2. Introduction Owen Fuller Child #11 Alaska Grown President at Fit Marketing

  3. Our Challenge Apply the tiny habits that lead to cross-selling success.

  4. Our Reward Benefit from the surprising secret that all top cross-sellers have learned.

  5. Who is a salesperson?

  6. 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

  7. We don’t see what’s in it for us Our dreams are disconnected from our daily work.

  8. We can live the life we have imagined Experiences Growth Contributions

  9. Dream Board Exercise

  10. We haven’t had proper training We were trained to work as cogs in a machine in a world that doesn’t exist anymore.

  11. We Are Geniuses “A genius looks at something that others are stuck on and gets the world unstuck.”

  12. Genius Discovery

  13. 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.

  14. Knowing is about caring first “People don’t care how much you know until you know how much you care.”

  15. “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

  16. Persona Discovery

  17. Sample Sally • Background/Demographics • Goals • Problems • How to help • What that help means to her • Real Quotes

  18. We don’t know what to offer We cannot offer what we do not understand and believe

  19. We are becoming experts each day Aware Understand Believe Benefits

  20. Experts focus on the benefits • convenience • make money • save money • get stuff • peace & security

  21. Offer Exploration & Failure Exercise

  22. We don’t know how to get started Change is hard.

  23. 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

  24. Tiny habits are easy Make it tiny Find the spot Train the cycle

  25. Tiny Habit Game Plan

  26. The big secret?? What is the shocking truth that all top cross-sellers learned?

  27. 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

  28. And that makes you

  29. Learn more • sethgodin.com Linchpin, Are you Indispensable • bjfogg.com Tiny Habits • fitmarketing.com

  30. The Shocking Truth About Cross-selling Presented by Owen Fuller, Fit Marketing #ucua @owenfuller

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