Welcome Introduction
How to Launch This Course- FOR TEAM LEADERS (Students Skip to Student Course Overview)
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Downloadable Resources (0:57)
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How to Use This Course (5:38)
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Common Cross Selling Hang Ups (12:11)
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What to Watch For (3:15)
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How to Coach Your Team (3:48)
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How to Track Cross Selling For AMS360, Applied Epic & Hawksoft
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Setting Cross Selling Goals (4:06)
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Creating A Cross Selling Incentive Plan (5:22)
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How to Hold Your Team Accountable (3:18)
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Cross Department Cross Selling Considerations (6:09)
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Marketing/Advertising for Cross Selling (3:48)
Student Course Overview I
Cross Selling Approach
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Defining Cross Selling (2:59)
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Why Cross Selling is Critical (5:14)
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Cross Selling Is More Education Than Sales (4:15)
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Common False Beliefs of Cross Selling (7:45)
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Overcoming The Hurdle of Time (3:50)
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Core Cross Selling Strategy (3:48)
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3 Ways to Cross Sell (3:00)
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Cross Selling Philosophies (1:53)
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Cross Sell Quoting Over The Phone (3:25)
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Take the Quiz
Cross Selling With New Business
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Why Cross Selling New Clients is Critical (3:34)
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Building Rapport to Get the Cross Sale (4:59)
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3 Questions to Ask Prospects (3:33)
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Sample Quote Sheet (3:43)
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Assuming The Quote (2:19)
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Hit Your Potential (1:50)
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Cross Selling New Business Scripts (1:54)
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Role Playing Video (13:38)
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Your Goal & Tracking (2:05)
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Take The Quiz
Cross Selling At Renewal
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Why Cross Selling At Renewal is Critical (4:14)
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Conducting Renewal Reviews (4:53)
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Sample Renewal Review Sheet (5:33)
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3 Renewal Questions to Ask Clients (3:38)
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Cross Selling When A Client is Concerned About Rate (12:36)
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Hit Your Potential (2:18)
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Cross Selling Renewal Scripts (2:10)
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Role Playing Video (7:50)
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Your Goal & Tracking (1:56)
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Take the Quiz
Cross Selling On Inbound Service Requests
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Why Cross Selling When People Call You is Critical (3:25)
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Help & Educate The Client (3:29)
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How to Pivot from Service to Education (3:57)
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Sample Endorsement Sheet with Cross Selling (5:41)
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Hit Your Potential (2:39)
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Cross Selling Service Scripts (4:05)
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Role Playing Videos (12:24)
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Your Goal & Tracking (1:51)
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Take the Quiz
Presenting the Quote & Overcoming Objections
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Why Clients Object to Cross Selling (4:38)
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Embrace Your Client's Concern & Encourage (7:54)
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Overcoming Their Concern For a Quote (7:56)
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How to Present the Opportunity (8:33)
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Overcoming Their Concern to Purchase (6:14)
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Effective Follow Up (5:49)
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Hit Your Potential (3:10)
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Overcoming Objection Scripts (1:38)
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Your Goal & Tracking (1:47)
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Take the Quiz
Conclusion
Bonus Section
