(April 28, 2017 – Des Moines, Iowa) Business Performance Group released a new facilitator-led one-day program for business-to-business counter salespeople on cross- and up-selling. This course is designed to train these salespeople to take a customer request, and assure the customer is offered the opportunity to purchase ancillary merchandise, and to assure the customer purchases the best level of product for their application.
“At the beginning of the course, each participant takes the ‘What’s My Selling Style?’ assessment to learn their style, and to determine a customer’s buying style.” said David Alumbaugh, Business Performance Group’s lead presenter for this product. “They then learn to flex their style to fit each customer situation.” The one-day program includes numerous video elements, including a customer situation involving the same customer request but involving four customers with distinctly different styles. “Participants realize the scenarios are the same, but appear dramatically different because of the style of each customer. This teaches them to maximize each opportunity, not just with customers who match their style.” commented John Dieseth, lead developer. “Often it is a style mismatch that causes a selling organization to miss these sales opportunities.”
A consulting firm headquartered in Des Moines, Iowa, Business Performance Group conducts classes and boot camps around the world on business-to-business telephone sales, salesperson employee selection and hiring, and training and development support. They have introduced their inside sales representative business model in China, Spain, Panama, France, Russia, Canada, Australia, the United Arab Emirates and South Africa. Sales training participant guides have been translated into Mandarin, French, Russia, Portuguese, Arabic and Spanish.
Business Performance Group specializes in business-to-business telephone selling. Focusing on the top and bottom line, their business model centered approach is an end-to-end process from salesperson selection and training to sales manager training, leadership, coaching and mentoring.