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Tag: cross-sell

The loss leader

September 17, 2011
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| Categories: Business to Business, Business to Consumer, Prospecting, Videos and Podcasts

Studying economics in College many moons ago, I was fascinated a term used by the professor. "Loss Leader". Although my Professor used to drone on for hours, I did remember something. Supermarkets pioneered this in order to draw customers into their store.  Offering something way below cost price that was popular, in need and colourful to advertise was the key. Washing powder, cornflakes and butter drew in the crowds. Once in, customers were then up-sold vigorously. It happens all the time in retail stores so now is the time for…

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A cross-selling masterclass

June 12, 2011
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| Categories: Business to Consumer, Telesales

Cross selling, up selling, diagonal selling...it doesn't matter what's its called, many of us need to be better at it to make the most of every customer engagement. So let's learn from the masters...Tescos plc. Now Tescos are elitist at selling and will soon be advancing headlong into banking. Trust me, they'll get it right.  However, last Saturday, I was at my favourite part of their store, the Cider aisle. Living in Gloucestershire for the last 15 years has given me the taste for our county drink and I was…

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Sales and Marketing Masterclass Podcast

April 1, 2011
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| Categories: Business to Business, Business to Consumer, Prospecting, Videos and Podcasts

This week in the Cotswolds, I ran a one hour talk to a group of Sales and Marketing people on the future of sales and marketing. The message was that sales and marketing has changed and unless we do something about it in our businesses, we're doomed. For about 70% of the talk I dished out ideas, strategies, tips and practical things the audience could do immediately they returned to work, and you can enjoy these too.

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