by Victor Antonio
One study shows that a company can increase its annual sales/revenues up to 30% by simply selling to its existing customers. According to Marketing Metrics, the probability of converting (selling) an EXISTING customer is 60% to 70% while the probability of converting a NEW prospect, on the other hand, is only 5% to 20%.
The Foundations: #1-8
The Advanced Strategies: #9-16
Applied & Practical Tactics
• How to shift your sales team’s attention to upselling and cross-selling.
• How to engage the buyer in upsell conversations.
• How to anchor and ‘seed’ a conversation with upselling in mind.
• Conditioning your client to ask about other products or services
• The critical skills needed to position high-price options.
• How do you build trust and credibility while upselling a customer?
• How to use proven neuroscience to upsell more easily.
• Leveraging ‘decoys’ in your price structure.
• Why Client Acquisition Cost (CAC) and Customer Lifetime Value (CLV) matter more than an immediate sale.
• 20 Upsell Phrases to help you increase the average deal size.
After building a successful 20-year career as a top sales executive, Victor Antonio became a globally sought-after sales speaker and trainer.
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