Effortless cross-selling. Sales training for Customer Advisors.

New Motivations has been supporting organizations in the development of employees, leaders, and teams since 1996, focusing on solutions that work in practice. They work with organizations in a way that ensures change is visible in daily operations, not just at the level of declarations. They engage in team processes, organize work methods, and help people grasp context more quickly, make decisions, and take responsibility for results. Instead of one-off actions, they build solutions that remain within the company and start functioning without ongoing external support.

This practical workshop develops the skill of naturally expanding sales through accurately recommending complementary products and services. The training shows how to create additional value for the client without using aggressive sales techniques and without exerting pressure.

Participants learn to identify connections between elements of the offer, recognize sales opportunities arising from the client's situation, and conduct conversations that help the client make better purchasing decisions. The program also develops the skill of using storytelling, recommendations, and proven communication patterns that support cross-selling.

The training focuses on building a lasting habit of recognizing and utilizing sales opportunities in daily work with clients.

• For salespeople and customer advisors responsible for selling products and services.
• For account managers developing cooperation with existing clients.
• For employees in sales and customer service departments who want to increase the value of transactions.
• For those responsible for developing the client portfolio and selling additional products and services.
• For organizations that want to increase revenue by better utilizing existing client relationships.

• Developing the skill of conducting natural cross-selling.
• Building the belief that selling additional products can provide real value to the client.
• Learning to identify connections between products and services.
• Developing the skill of recognizing sales opportunities in daily client interactions.
• Improving methods of recommending complementary products.
• Building confidence when proposing additional solutions.
• Developing the skill of using stories, examples, and recommendations in the sales process.
• Creating habits that support systematic cross-selling.

Benefits for the Organization

• Increase in the value of individual transactions and orders.
• Better utilization of the potential of the current client base.
• Increase in revenue without the need to acquire new clients.
• Greater effectiveness in selling complementary products and services.
• Better alignment of offers with client needs.
• Strengthening the sales competencies of teams responsible for client development.
• Building a sales culture based on delivering additional value.
• Increasing the utilization of the full potential of the organization's product portfolio.

Benefits for the Participant

• The ability to identify natural opportunities for cross-selling.
• Greater confidence when recommending additional products and services.
• Better understanding of the relationship between client needs and the company's offer.
• Learning practical techniques for expanding sales without exerting pressure.
• The ability to build value around complementary products.
• Development of competencies related to storytelling and presenting recommendations.
• Establishing a habit of recognizing sales opportunities during daily work.
• Greater effectiveness in developing cooperation with existing clients.

Module 1. Cross-selling – how to ensure naturalness and consistency with the Client's situation

• Identifying natural connections between products.
• Creating value for the additional product – my beliefs vs. the Client's needs.
• Map of "touchpoints" between individual products.

Module 2. Ways to effective cross-selling

• The "If... then..." principle – how to naturally complement the offer?
• The "Most frequently chosen together" technique – leveraging the experiences of other Clients.
• The contrast rule – presenting the second product in a way that facilitates decision-making.
• Stories and examples – the basics of storytelling.

Module 3. Creating opportunities for cross-selling.

• Strengthening confidence in recommending additional products.
• Building a habit of cross-selling.
• Map of cross-selling opportunities.

Module 4. Summary of the meeting and invitation to the implementation task

• Action plan – what will I change, do differently, what will I do less, more in the coming week?

3.5 hours

• 1 workshop (3.5 hours)
• training materials
• training facilitation
• needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys