Cross-Sell Training: Eliminate Missed Opportunities
Even with the right questions, sellers miss things on calls.
If a seller isn’t used to hearing a certain sales motion, cues slip by. This client used Gong, so we reviewed calls after the fact and flagged what the customer had said: an unhappy spot, a planned launch in Spain, and other openings a skilled seller would have followed up on. Sellers went back to the customer to ask about them. In the early stages, that alone generated many more cross-sell opportunities.
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We know it still takes time to listen on calls even if you’re asking the right questions. If your ears aren’t used to hearing something or understanding a certain sales motion, sellers will still miss things.
And so this client had Gong. And so we use Gong and we’re able to identify after the fact, hey, the client said something about these three things. They were unhappy with this. They’re going to be launching in Spain. Something else that would have prompt the seller, a skilled seller, to ask.
But the sellers were then able to go back and say, hey, John, I think you may have mentioned something that I missed. Is this something we should talk about; and what we found out in the early stages the sellers were learning.
This generated so many more cross-sell opportunities for them, just being able to go back and ask about things that they’ve missed.