Comments on: Cross Selling http://salesvitamins.com/selling-skills/cross-selling Sales tips blog with sales skills information for sales professionals and sales management. Fri, 05 Dec 2008 13:48:22 +0000 http://wordpress.org/?v=2.6.2 By: Sales Tips Blog by Scott R. Sheaffer http://salesvitamins.com/selling-skills/cross-selling#comment-285 Sales Tips Blog by Scott R. Sheaffer Tue, 01 Jul 2008 00:10:03 +0000 http://salesvitamins.com/?p=33#comment-285 [...] Related links: Fire a Customer for Fun and Profit, Cross Selling [...] [...] Related links: Fire a Customer for Fun and Profit, Cross Selling [...]

]]> By: Chris http://salesvitamins.com/selling-skills/cross-selling#comment-10 Chris Wed, 17 Oct 2007 15:24:00 +0000 http://salesvitamins.com/?p=33#comment-10 Couldn't agree more on your first reason: fear. New salespeople seem to be deal with this the most; I know I did when I was a fresh fish.<br/><br/>When one is new and has secured a deal, there is this instinct that tells them to take the contract and get out of there before the client changes his mind. It takes a while to realize that the relationship is at the most secure point since it began and that up/cross/add-on selling will more than likely not shake that stability. <br/><br/>Reward >>> risk. Couldn’t agree more on your first reason: fear. New salespeople seem to be deal with this the most; I know I did when I was a fresh fish.

When one is new and has secured a deal, there is this instinct that tells them to take the contract and get out of there before the client changes his mind. It takes a while to realize that the relationship is at the most secure point since it began and that up/cross/add-on selling will more than likely not shake that stability.

Reward >>> risk.

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