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Marketing Essay Example

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Are you making the most of every up-sell and cross-sell opportunity to help you and your company navigate through these turbulent times?
The sixth member of our household, our dog Brody, was officially told off yesterday by a horse-rider who was spooked by Brody's barking and sudden appearance at the gate.
The poor rider came off the saddle and was thankfully unhurt. Time for a "Beware of the Dog" sign in case of further incidents, at least then we're warning of the potential danger.
Now Brody is a loveable beast but at almost a metre high on her hind legs, can be quite menacing to any person entering the premises. That evening I searched the internet for a suitable sign and came across a great company specialising in house signs of all
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Just so if I was to renew my membership next year, I'd get some valuable reliefs. Not only a brilliant up-sell but a great trial close as well. Top man.
Are you making the most of every up-sell and cross-sell opportunity to help you and your company navigate through these turbulent times?
How come up-selling and cross-selling works
Built into all human DNA is the need to make careful decisions and when we buy things, we are wary of making the right verdict. Some people take a long time to decide and weigh the options carefully first. And that's a good thing too.
I talk about a negotiation tactic called Nibbling, which involves getting to a final agreement on the negotiation, shaking hands and walking out the door...but just before you leave you ask for one further concession. Because the deal has been done, decisions made, people breathe a sigh of relief and will easily give into one more demand. It works too.
The same theory works when we cross-sell and up-sell. The big decision has been made. In other words, they like your company, you and the product and they want to buy so adding something else is not a huge extra decision to make.
After all, our job as salespeople, is to serve the customer. It comes from the Norwegian word Selje - to serve - so we should be proud to serve them. We know about our products and services and should be able to
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