Team-based selling has become a dominant trend in the sales world due in large part to the information flowing through the Internet.  Prospects expect knowledgeable salespeople to call upon them – the basic information they can (and probably have) learn from your website.  ManageSmarter.com offers this article – Cross-Selling Takes Teamwork – which discusses team-based cross-selling to your customer base.

Some might suggest that customers are irritated by cross-selling and perceive it as an aggressive sales approach. Interestingly enough, consumer research indicates that the reverse is actually true. Most customers prefer a full spectrum of products and services and appreciate the convenience that is provided through a comprehensive cross-selling approach.

You know, people are irritated by poor salespeople so it doesn’t matter if it is a cross-sell opportunity or not.  Nonetheless, I think this author is correct in his statement.

Cross-selling in today’s market requires consultants who bring value to the discussion.  This requirement is reshaping the modern salesperson and the abilities they bring to the process.  Many complex sales are complete team-selling events today (and rightly so).  One very important point on that approach:

When developing a cross-selling program, it is critically important that everyone in the organization buys into the philosophy and fully participates in the program. The foundation of every successful cross-selling program is rooted in a strong incentive system based on personal recognition and financial reward.

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