The Mohawk Valley Small Business Development Center (SBDC) announces a new seminar, Power-Up Your Team’s Up-selling Skills, to prepare small businesses for the upcoming holiday season.

Sandy Stefano of Sandler Training will present the workshop from 5:30 to 6:30 pm Tuesday, Oct 23 at the Little Falls Travelodge, 20 Albany St.

As you prepare for the upcoming holiday season, you’re probably thinking about sales – and especially opportunities for up-selling / cross-selling. Your success ultimately comes down to how effectively you communicate and engage with your customers.

According to Judy Wolf, Business Advisor at the Mohawk Valley SBDC “The business seminar the Mohawk Valley SBDC and Think Local are offering could be thought of as helping to develop and enhance ‘sales skills for the non-sales person.’ The idea is to help our local retailers better connect with customers in ways that help them improve their bottom line. This includes understanding communication styles in ways that increase engagement and tailor it to each customer – all part of that personal touch small local businesses are known for.”

“Cross-selling doesn’t have to be intrusive. It can be thoughtful and authentic – something as simple as asking ‘Would you like something to drink with that?’ or ‘Have you tried our new Yummy Sandwich Combo? We had tastes of everything the chef made today, and it stood out to me as especially delicious!’,” stated Wolf.

In this program, they take a close look at customer expectations and at what you can do to meet (and exceed) those expectations. Attend this program to learn some strategies and tactics to help you and your team make better and stronger connections that will result in additional sales opportunities.

  • Learn the 4 Extended DISC Communication Styles to better understand your customer
  • Apply the 3 Key Areas of Communication when engaging with a customer
  • Learn some questioning strategies for up-selling opportunities

Wolf continued “The Mohawk Valley SBDC worked directly with Think Local Little Falls to develop the idea for this workshop, then went out and recruited one of the best training companies in the area to tailor it to what we were looking for. We’re delighted to be able to offer it for free to Think Local merchants as a benefit of their membership, and for the low cost of $15 for non-members. The caliber of the training will make it well worth attending!”

Register today at

Sandler Training is the world leader in innovative sales/business development, customer service, management and high impact presentation training. For over 32 years in Central New York, they have worked with many business owners, sales teams and individuals who recognized and capitalized on the power of reinforcement.