Comment établissez-vous un rapport et une confiance avec le client avant et pendant la vente croisée ?

The starting point is to understand the customer better there needs, preference and pain areas through regular interaction or industry search, have open conversation with customer, dig deep into their challenges, goals and preferences. The valuable insight will be beneficial for cross selling efforts It is crucial that before proceeding to any cross selling first provide valuable assistance or solution to customer's immediate need. We have to position the cross selling as solution to customer's challenge and opportunity for improvement, how it will address the pain point and add value to customer journey Be transparent in the offering and benefits including long term value gain. Build trust and reliability by high quality service delivery

Upselling and Cross-selling are an integral part of a CSM's role. I've constantly found that trust is key ingredient to driving selling motions, and that was done through: > Actively listen to customers to understand their business goals, pain points, and strategic plans > Clearly set expectations on what can be delivered. > Maintain regular check-ins to provide tailored insights and proactive solutions aligned with their objectives. > Upselling and Cross-selling suggestions MUST BE based on customer needs, data driven and framed as opportunities that serve their business and strategic roadmap.

You need to build rapport with the customer and probe the customer and take out as much information from him which will help you to place your product as per his needs.

Al conocer al cliente hay mayor posibilidad de venderle lo que realmente necesita . *Hay mayor efectividad *Ofertas relevantes *Ventas personalizadas *Ofrecer productos complementarios, que satisfagan la necesidad del cliente. *Experiencia personalizada que genera más satisfacción al cliente. *Aumento en las ventas *Compras Adicionales *Compras repetídas *Rentabilidad. *Optimización de recursos. *Retorno de la inversión. *Formas de conocer al cliente: -Analisis de datos. -Encuestas y cuestionarios -Interaccion personal.

You need to understand the customer and listen to what he is saying.Since he is in a discussion with you on the product he is already inclined towards the product.You need to listen to the customer minutely as he will give you the hint to place your product in the way he wants.

El valor de la venta cruzada, se refiere al beneficio que un producto o servicio adicional aporta a su cliente con relación a la venta inicial . Se trata de ofrecer productos que complementen o mejoren la experiencia del cliente de manera significativa. Aspectos que determinan el valor *Necesidad del cliente. *Compatibilidad *Calidad y *Precio. La RELEVANCIA en la venta cruzada se refiere a la CONEXIÓN que existe entre el producto o servicio adicional y la compra inicial del cliente . Se trata de presentar productos que sean complementarios o que tengan una relación lógica con la compra original.

You should never force or push your product coz this raises a concern in the mind of the customer and he does a research of similar products available in the market and compares them.

This depends on the type of product you are selling.For financial products it is the trust and faith of the customer on you which matters.

The initial stage of cross selling is like two opponent players in their own courts.Then next step is you should convince the customer that you are his well wisher and you have to move to his court and once customer is convinced then the next step is that you need to bring the customer to your court and close the deal.