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