the shocking truth about cross-selling

The Shocking Truth About Cross-sellingPresented by Owen Fuller, Fit Marketing

#ucua @owenfuller

Introduction

Owen FullerChild #11

Alaska GrownPresident at Fit Marketing

Our Challenge

Apply the tiny habits that lead to cross-selling success.

Our Reward

Benefit from the surprising secret that all top cross-sellers have learned.

Who is a salesperson?

Our 5 Problems

• We don’t see what’s in it for us• We haven’t had proper training• We don’t know our members well enough• We don’t know what to offer• We don’t know how to get started

We don’t see what’s in it for us

Our dreams are disconnected from our daily work.

We can live the life we have imagined

ExperiencesGrowth

Contributions

Dream Board Exercise

We haven’t had proper training

We were trained to work as cogs in a machine in a world that doesn’t exist anymore.

We Are Geniuses

“A genius looks at something that others are stuck on and gets the world unstuck.”

Genius Discovery

We don’t know our members well enough

We live in a fast-paced world and both members and us have many demands on our time.

Knowing is about caring first

“People don’t care how much you know until you know how much you care.”

“I’ve learned that people will forget what you said, people will forget what you did,

but people will never forget how you made them feel.” Dr. Maya Angelou

Persona Discovery

• Background/Demographics• Goals• Problems• How to help• What that help means to her• Real Quotes

Sample Sally

We don’t know what to offer

We cannot offer what we do not understand and believe

We are becoming experts each day

AwareUnderstand

BelieveBenefits

Experts focus on the benefits

• convenience• make money• save money• get stuff• peace & security

Offer Exploration & Failure Exercise

We don’t know how to get started

Change is hard.

Know the process• First impression (appearance, eye contact,

smile, match their tone, stand tall, learn)• Know the benefits (convenience, make money,

save money, get stuff, peace & security)• Get them talking• Get permission to continue the conversation• Know what comes next

Tiny habits are easy

Make it tinyFind the spot

Train the cycle

Tiny Habit Game Plan

The big secret??

What is the shocking truth that all top cross-sellers learned?

When you

• Connect your dreams to your work• Solve people’s problems• Show people you care

• Share benefits you believe in• Start with tiny habits so you stay consistent

You build relationships with people

And that makes you

Learn more

• sethgodin.comLinchpin, Are you Indispensable

• bjfogg.comTiny Habits

• fitmarketing.com

The Shocking Truth About Cross-sellingPresented by Owen Fuller, Fit Marketing

#ucua @owenfuller