Training Cross-Selling and Upselling – increasing the value of sales
Practical information about training
- CATEGORY: Personal and Business Competencies
- SUBCATEGORY: Customer service
- TRAINING CODE: SF-OK-24
- DURATION: 3 days
- PRICE INFORMATION from: 3750 PLN net
- LANGUAGE OF TRAINING: polish
- FORM OF IMPLEMENTATION: stationary, online
Training description
The training deepens skills for increasing sales value through advanced cross-selling and upselling techniques. The program integrates knowledge of sales psychology with practical techniques for recognizing customer needs and presenting extended offers. Participants learn to conduct sales conversations in a natural and value-oriented manner for the customer, using a systematic approach to increase the value of the shopping cart.
Participant profile
- Experienced salespeople looking to develop ancillary sales techniques
- Sales team managers
- Point-of-sale customer service employees
- Customer advisors in the service industry
- B2B sales representatives
- Business development specialists
- Sales consultants in the premium sector
Agenda
- Fundamentals of the psychology of add-on sales
- Mechanisms for making purchasing decisions
- Identifying moments of purchase readiness
- Building trust in the sales process
- Analysis of explicit and implicit needs
- Advanced cross-selling techniques
- Mapping of complementary products
- Designing additional sales paths
- Value-added argumentation
- Overcoming objections
- Upselling strategies
- Identify opportunities to expand sales
- Premium product presentation techniques
- Value-added communication
- Managing the upgrade process
- Practical implementation
- Sales process design
- Creating chat scripts
- Simulations of sales situations
- Sales closing techniques
Benefits
The participant will develop advanced skills to increase transaction value through professional add-on sales techniques. Will gain a deep understanding of the psychology of the customer’s decision-making process in the context of add-on purchases. Will learn to identify natural opportunities to present complementary products and extended offerings. Will develop the ability to conduct sales conversations in a manner that builds long-term customer relationships. Will learn effective methods for presenting value-added premium products and services. Will gain practical tools for designing and optimizing add-on sales processes.
Required preparation of participants
- Minimum of one year sales experience
- Basic knowledge of sales techniques
- Experience in direct customer service
- Understand sales processes
Issues
- Psychology of purchasing decisions
- Add-on sales techniques
- Customer needs analysis
- Building value
- Communication in sales
- Process design
- Relationship management
- Premium sales
- Sales argumentation
- Overcoming objections
- Closing the sale
- Development of long-term relationships
Do you have any questions?
Feel free to contact us.
Anna Polak
+48 600 010 440
anna.polak@eitt.pl
31 Ząbkowska Street 03-736 Warsaw
Forms of training delivery
Stationary training
- Training at the customer's premises or at a designated location
- Training room equipped with the necessary equipment
- Training materials in electronic form
- Coffee breaks and lunch
- Direct interaction with the trainer
- Networking in a group
- Workshop exercises in teams
Remote training
- Virtual training environment
- Electronic materials
- Interactive online exercises
- Breakout rooms for group work
- Technical support during the training
- Recordings of the session (optional)
Possibility of funding
The training can be financed with public funds under:
- National Training Fund (KFS)
- Development Services Base (BUR)
- EU projects implemented by PARP
- HR Academy Program (PARP)
- Regional operational programs
If you are interested in funding, our team will help you prepare the required documentation.
HAVE A QUESTION?
Contact us for more information about our training, programs and cooperation. We will be happy to answer all your inquiries!
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Do you have any questions?
Feel free to contact us.
Anna Polak
+48 600 010 440
anna.polak@eitt.pl
31 Ząbkowska Street 03-736 Warsaw
FAQ - Frequently Asked Questions
We offer training in a variety of tailored formats: onsite (at the client's location or our training center), live online interactive with a trainer, and in a hybrid format. Detailed information about the available delivery forms for a specific training is always included in its description on the website.
Open online trainings usually take place from 9:00 - 17:00 Polish time. In the case of closed trainings dedicated to companies, the schedule is flexible and we arrange it individually with the client to best fit the needs of the organization.
We use proven and popular video conferencing platforms, such as Microsoft Teams and Zoom, to conduct interactive online training. They provide seamless communication, the ability to work in groups and direct contact with the trainer. We provide information about the platform used in a specific training to participants before the training begins.
To comfortably participate in the online training, all you need is a standard computer (desktop or laptop) with stable internet access and an up-to-date version of a web browser installed. We recommend using headphones with a microphone for better sound quality and communication, although this is not absolutely required. Having a webcam is usually not mandatory either.
Yes, each participant receives a set of training materials prepared by our experts. We usually provide them in electronic form (e.g., PDF files) a few days before the start of the training, after confirmation of participation and payment.
Upon successful completion of most of our training courses, participants receive a named EITT Certificate of Completion, confirming the competencies gained. In addition, we offer accredited training courses (e.g., ITIL®, PRINCE2®) that prepare for official internationally recognized certification exams. Information about the type of certificate available after a specific training is always included in the detailed description of the training.
The enrollment process depends on the type of training. For open trainings (open to anyone who is interested), you can sign up directly through the application form available on the page of the particular training. If you are interested in closed training (dedicated to employees of one company), please contact us directly by email or phone - we will prepare an offer tailored to your needs.
As standard, the price of the training includes: participation in classes taught by an experienced trainer-practitioner, a set of original training materials in electronic form, and a named EITT Certificate of Completion. For accredited training courses, the price often also includes the cost of taking the official certification exam. The detailed scope of benefits for a given course is always given in its description.
The preferred form of payment for our training courses is by bank transfer, executed on the basis of an issued pro forma invoice or VAT invoice. Detailed information on payment terms and conditions is provided in the process of confirming the enrollment in the training or can be found in the regulations.
Of course! Our specialty is closed-door training, designed "tailor-made" - according to the individual needs and business objectives of a given organization. If you are interested in a topic outside of our regular offerings or would like to modify the program of an existing course, feel free to contact us. We will be happy to prepare a dedicated solution.
We are flexible and adapt to the client's needs. We can organize closed trainings even for small groups - usually the minimum number of participants is 4 people, and the cost is often calculated for the whole group. Taking care of the highest quality and comfort of learning, in case of very large groups (more than 40 people) we usually recommend dividing into smaller teams to ensure effective interaction.
Your feedback is extremely important to us, as it allows us to continuously improve our offerings. After each training session, we send participants a link to a short online evaluation survey. You can also always contact us directly by email or phone to provide your comments.
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