Winning with Leslie Groene March 2013
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Cross and Up Selling
Featuring Leslie Groene of Groene Consulting

Tuesday, March 12th
12:00 - 1:00pm

$65.00 - Member
$95.00 - Non Member

Acquiring new customers requires time and effort, but once onboard they create excellent opportunities for cross-selling and up-selling. By asking the right questions and making appropriate suggestions, you can significantly increase their overall purchase level, add revenue to your company’s top-line, and satisfy your clients all at the same time.

Key Takeaways
  • Strategies for selling more solutions to current clients
  • Best practices for up-selling customers
  • Learn what skills you can use to increase revenue with strong relationships
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Register online at or contact Rose Dorado at (323) 728-9500 Ext. 231 (email

What is Your Objective?
My perspective is that if you are prospecting, you need to have a sales strategy for each account. A 'Sales Cycle' and a plan to reach out to the prospect in order to build a relationship, development trust and establish your credibility as a qualified provider.
There are many choices of activities available to build a sales strategy for each account: phone call, voice message, email and hard copy letter into, case study, product demo, white paper, facility tour, lunch and learn, presentation, refreshment delivery, meet your contact at an industry event or trade show, provide pricing, share a meal, review company literature, deliver samples and many more.
I am struck with the choices(or non choices)that some reps make such as 'I don't like to make phone calls'. If you need to have an in-person meeting to be on your way to being awarded revenue, then you need to figure out how to get that meeting. I'm not sure you can communicate your value proposition effectively enough through email and voice mail messages alone to close for that crucial meeting. The phone call allows you the opportunity to hear objections and provide well thought out responses. It also gives you the chance to close the prospect to the next step. Make sure you are learning where you stand or what the objections are so you can do something to counteract the perceptions the prospect has of your company or services.
If you send an email instead of make the phone call, you may not learn a thing about the prospects needs or how you fit in as supplier or the status of your proposal. We are trying to find out if we are a good fit for the prospect from our perspective as well theirs. So be brave and TALK to the person to build the relationship and move the account from prospect to client!

Focus Point
22. Make time to assist others in need by volunteering for worthy community and industry causes.
Whenever I discuss something of this nature, it is a given that I believe the first reason for your involvement is because you really want to do something for others in your community. However, why not choose a charity cause or organization that is backed by your industry or the movers and shakers in your community? This will enable you to work with them in a more natural manner and allow you to get to know them on a personal level as well. I just believe in maximizing your efforts if possible, because there are only 168 hours in each week.

Learn more about Leslie

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Leadership Excellence Top 100
Leslie named Leadership Excellence Top 100

Upcoming Events

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Leslie's book
Buy Leslie's New Book
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Talk of the Town

Click here to see Leslie's Interview

Washington Post

Click here to read the article