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Title: Cross-Selling Success: A Rainmaker's Guide to Professional Account Development by Ford Harding ISBN: 1-58062-705-6 Publisher: Adams Media Corporation Pub. Date: August, 2002 Format: Paperback Volumes: 1 List Price(USD): $12.95

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Average Customer Rating: 4.75 (4 reviews)

Rating: 5
Summary: Best Book (By Far) On Cross Selling
Comment: This is the best book (by far) on cross selling that I've found. The books principles can be summarized by Mr. Harding's acronym "BEST."

(1) Buyers. Identify the key buyers in the client organization and strive to create relationships with as many -- if not all -- of these buyers as possible.
(2) Events. Create "events" such as kick-off meetings, progress meetings, and fact-finding/exporatory meetings that put you in a position to build these relationships and mine for signals (number #3 which follows) of additional needs or concerns.
(3) Signals. Listen for signals that the client may need additional services. These signals may be obvious (such as the announcement of a merger or acquisition) or may be simple comments.
(4) Techniques. Professionals should equip themselves with listening, relationship-building, and sales skills in addition to professional skills and expertise.

The book provides extensive case studies to show each principle in detail and also provides a representative list of the types of events and signals to consider. Again, this book is by far the best available on cross selling. I highly recommend it.

Rating: 5
Summary: Practical answers for the #1 sales challenge!
Comment: At my company we have been struggling to solve the cross-selling issue for some time. Our sales organization has not been able to commit to a viable cross-selling strategy and to implement it over time. The result: money left on the table and poor customer satisfaction (or simply customer annoyance).

If you have looked around at the sales books out there, you know that there is not a lot of really good practical advice on cross-selling strategies. Harding does a great job offering suggestions which are effective and reasonable. We have used some of the strategies in his previous two books with great success and we are looking forward to implementing the cross-selling strategies as well. Another great book!

Rating: 5
Summary: a great practical guide
Comment: After more than 15 years experience in business and in companies large and small, I've seen plenty of cross-selling initiatives fall short of expectations. When I saw this book, I was hopeful though somewhat skeptical. But this book really delivers. It's a great practical guide to actually getting things done. The author uses real-life examples and stories to help illustrate points and this takes things from the realm of theory and makes them understandable and actionable. I don't usually write reviews but it is not often that you find a business book that actually deals with a topic in a clear and effective way. Good stuff.

Similar Books:

	Title: Rain Making: The Professional's Guide to Attracting New Clients by Ford Harding ISBN: 1558504206 Publisher: Adams Media Corporation Pub. Date: September, 1994 List Price(USD): $14.95
	Title: Creating Rainmakers : The Manager's Guide To Training Professionals To Attract New Clients by Ford Harding ISBN: 1558508465 Publisher: Adams Media Corporation Pub. Date: September, 1998 List Price(USD): $14.95
	Title: Bankers in the Selling Role : A Consultative Guide to Cross-Selling Financial Services by Linda Richardson ISBN: 0471572659 Publisher: John Wiley & Sons Pub. Date: 17 March, 1992 List Price(USD): $29.95
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	Title: Relationship Banking: Cross-Selling the Bank's Products & Services to Meet Your Customer's Every Financial Need by Dwight S. Ritter ISBN: 1557383812 Publisher: Probus Professional Pub Pub. Date: September, 1993 List Price(USD): $37.50