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The importance of Upselling and Cross Selling in medical sales (Part2)
This is the second post about upselling and cross selling where I’ll be talking about how to effectively implement these two often misunderstood tactics. You can check part 1 here to understand the basics. How to effectively upsell and cross sell 1. Keep customer focus Active listening is one of the most important skills of an effective sales rep. By listening actively, the sales rep can anticipate the customer’s aspects, such as the available budget, main needs, what are the customer’s problems, what is not working with the current solution, what other products the customer is considering, and when the customer will need the solution, etc. Moreover, by listening and observing the customer, the sales rep will be able to adapt the communication to the customer’s personality type and adjust…