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Producer Performance Development Program Workshop VI Cross Selling Made Simple

Producer Performance Development Program Workshop VI Cross Selling Made Simple. Marketing Strategy. Profiled Clients. Channel Markets. Centers of Influence. Referral Sources. X-Selling Opportunities. Current Clients. Polestar Marketing Model. TOP TEN REASONS I DON’T CROSS-SELL.

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Producer Performance Development Program Workshop VI Cross Selling Made Simple

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  1. Producer Performance Development Program Workshop VI Cross Selling Made Simple

  2. Marketing Strategy Profiled Clients Channel Markets Centers of Influence ReferralSources X-Selling Opportunities Current Clients Polestar Marketing Model

  3. TOP TEN REASONS I DON’T CROSS-SELL IT WILL JEOPARDIZE MY EXISTING BUSINESS. NO MONEY IN IT. THOSE (FILL-IN) PRODUCERS DON’T FOLLOW UP. I DON’T HAVE ANY LEADS IN THAT PRODUCT AREA. I DON’T KNOW HOW TO OPEN OPPORTUNITIES FOR THAT PRODUCT AREA. I AM TOO BUSY IN MY OWN AREA. I DON’T DO THE “TEAM SALE” THING…I WORK ALONE. THE C/S LEADS I GET ARE HORRIBLE. I DON’T GET ANY LEADS FROM ANY OTHER PRODUCT AREA. THEY’RE NOT LIKE US.

  4. 10 STEPS TO SUCCESSFUL CROSS SELLING

  5. 10 Steps to Successful Cross-Selling Step 1 -Do No Harm. Step 2 - Communication, Communication, Communication! Step 3 -Referrals Go Both Ways – Give First . . . Hope to Receive Second.

  6. 10 Steps to Successful Cross-Selling Step 4 -Cross-selling is really Team Selling. Step 5 - Product Training-Classroom & In The Field Step 6 -Accountability – We accomplish what we measure, top-down and bottom-up.

  7. 10 Steps to Successful Cross-Selling Step 7 -Rewards & Recognition – Commission New & Renewal; Sales Leaders Clubs; Top-Down and Bottom-Up. Step 8 - Campaigns/Contests – Focused Activity. Step 9 -Believe That it is Honestly in Your Client’s Best Interest – Become a Truly Valued Advisor.

  8. 10 Steps to Successful Cross-Selling Step 10 - Cross-Selling Makes You A Well-Rounded Professional, Not Just A (FILL IN BLANK) SALES PERSON

  9. Your Commitment . . . Build a Cross Selling Strategy . . . And then Do It! Please & Thank You.

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