From the course: Cross-Selling
Join today to access over 22,600 courses taught by industry experts or purchase this course individually.
Solving one problem at a time
- My family and I recently traveled to New York City for spring break. I forgot to bring my watch on the trip and needed an inexpensive one to get me through the vacation. As I was walking down the crowded streets, I observed vendors selling items from the streetside booths. I approached a vendor whose table was filled with watches, jewelry, hats and scarves. The salesman immediately tried to push every product on the table to me. See, the sales guy in New York City missed an opportunity to solve my most pressing problem and instead attempted to sell me every product he had. This approach turned a very interested buyer into a defensive buyer, and thus I walked away. Ever have this happen to you? Now you may be saying, "I would never do that as a sales professional." Well according to Sales Benchmark Index, close to 60% of all deals end up in no decision. This figure represents a disconnect in the sales and buyer relationship. It's so easy to get lost in trying to solve multiple…
Practice while you learn with exercise files
Download the files the instructor uses to teach the course. Follow along and learn by watching, listening and practicing.
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.