The Cross-Selling Skills Inventory (XSI) begins with 18 typical situations divided into six dimensions that represent the key steps comprising the cross-selling process: Clarifying Customer Needs, Presenting Options, Taking the Order, Initiating Cross-Selling, Overcoming Objections and Closing the Discussion. By choosing the actions they would most likely take, inside sales reps create a profile that reveals their greatest strengths and most pressing improvement needs in cross-selling a companyís products and services. (A bank specific version is also available.)
Available in three versions:
- Self — completed by an inside sales rep
- Other — completed by 3-8 customers to provide feedback to the inside sales rep
- Follow-Up — completed by an inside sales rep to measure improvement and identify areas requiring further development
- Cross-selling skills training
- To coach inside sales reps on how to cross-sell more effectively
| #XSI04102 XSI – Self | #XSI04104 XSI – Follow-Up | |||||
| 1 – 99 | .................. | $8.00/ea. | 1 – 99 | .................. | $7.50/ea. | |
| 100 – 299 | .................. | $7.70 | 100 – 299 | .................. | $7.20 | |
| 300 – 599 | .................. | $7.40 | 300 – 599 | .................. | $6.90 | |
| 600+ | .................. | $7.10 | 600+ | .................. | $6.60 | |
| #XSI04103 XSI – Other | #XSI04106 XSI Facilitator Guide $30 | |||||
| 1 – 99 | .................. | $3.25/ea. | ||||
| 100 – 299 | .................. | $3.10 | #XSI04107 XSI Preview Pack $44 [XSI – Self, Other, Follow-Up & Facilitator Guide] |
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| 300 – 599 | .................. | $2.95 | ||||
| 600+ | .................. | $2.80 | ||||
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