You may be doing well with your sales right now but you can’t just stay at one level of your career. You always want to push yourself forward. And at certain points, you would have to upsell or cross-sell. Today, I’m bringing in the amazing Clay Clark as we talk about giving yourself a 20% raise on the art of cross-selling. Clark is going to teach you some specific moves you can apply to dramatically transform your sales game or system.

Clay Clark owns 9 different companies. He is part owner of Elephant in the Room, a membership-based grooming lounge for men with thousands of members. He is also involved in businesses in various spaces including photography, PR, and fitness. What consumes most of his time though, being that which he’s most passionate about, is the Thrive 15, an online education school where they seek to create the world’s business school experience for less money than what people would normally spend.

Here are the highlights of my conversation with Clay:

Key things to remember when cross-selling or upselling their business:

• Selling is a finding a problem that somebody has.
• Show them the gain of using your product or service.
• Show them the pain if they don’t use your product or service.
• Support that with facts so you gain credibility.

Steps to transform your sales game:

1. Create a needs assessment checklist.

Make sure you’re able to commit to doing it over every single customer.

2. Ask.

No matter how noble or trivial your cause is, be sure to ask. Just ask. Remember that people will only buy when they can see a clear dissatisfaction with where they are currently and where they want to be.

3. Observe the law of credibility and implement it.

Even if you’re so excited about your product, do not say anything that you can’t prove. When you don’t understand the law of credibility and don’t use it, you’re going to be beat up by it whether you accept it as a law or not.

Clay’s Major Takeaway:

Change your life. If you’re looking for a business school without the folly, go to Thrive15.com. Check out Thrive15 and take the 7-day challenge, the world’s best business training platform. They provide templates, tools, workshops, and the “ask a mentor” feature where they answer every question you have.

Episode Resources:

Thrive15

Email Clay at info@thrive15.com to get a free 5-point self assessment for sales and upselling and one of their coaches will call you.

Atul Gawunde’s The Checklist Manifesto

Jerry Vass’ Soft Selling in a Hard World

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