Selling the Full Firm // Sales Programs
Learning Objectives
This hands-on two day workshop is designed to provide participants with the mindset, skills and tools to effectively sell the entire firm’s capabilities.
By the end of this workshop participants will be able to:
- Assess the value of cross selling to various stakeholders
- Diagnose the missed opportunities within an existing client
- Identify the key selling principles necessary to cross sell
- Create a more strategic questioning strategy
- Demonstrate the skills necessary to effectively increase their cross selling performance through the use of existing tools
- Practice an approach in moving an existing client relationship to a cross sell opportunity
- Identify opportunities to challenge clients’ thinking in order to impact their key business drivers
- Frame for participants how to engage in a senior level conversation
- Identify those accounts which merit a cross selling approach
PROGRAM FLOW
KEY CONTENT AREAS
Welcome
- Introduction
- Learning objectives
- MAPS activity
- Your mindset drives your impact
Strategic Gap
- Strategic importance
- Diagnostic scenario
- Value to stakeholders
Principles of Cross Selling
- Self-assessment and implications
- Sales resource council
Genuine Curiosity
- Sanderson Murder Mystery activity
- Quasi vs. genuine curiosity
- High gain questions
Client Value Drivers
- Client value driver model
- Diagramming client value drivers
- Creating a questioning strategy
The Great Unknown
- Trust
- What to say with limited knowledge
Positioning
- Tapper listener
- Use of jargon
- Speaking in threes
Existing Relationships
- We teach people how to treat us
- Reframing the relationship
- Trio role play
- Referrals and advancing relationships
Senior Level Conversations
- Conversation gap
- Link to value drivers
- Conversation framework
Account Selection
- Cross selling is not for everyone
- Segmentation criteria