Learn how to use cross selling and up selling and improve your sales strategy
Posted: Mon Dec 23, 2024 5:04 am
As the years go by, the sales world becomes more competitive. Therefore, both companies and high-performance salespeople need to constantly find new techniques and strategies to stand out and win over consumers . It is equally important to maintain current customers' loyalty, maximize sales and improve sales strategy.
Now, imagine that you can do this using the products that already exist in the mix — without any major innovations. Well, that is possible. You just need to know (and correctly apply) the concepts of cross-selling and up-selling in your sales.
Want to know how? Follow along!
What is Cross Selling?
Cross selling is a sales technique that consists of offering the customer a complementary item to what they are already buying . In other words, it is the act of suggesting an additional product that can help the buyer obtain an even better result.
It is a strategy that can be used both in physical stores and in what does a uk mobile number look like B2B e-commerce — and aims to increase the average ticket for each sale.
Read also
→ B2B e-commerce: what it is and how to be successful with online sales
Cross Sell Examples
A classic example of cross-selling is the offer of a screen protector to someone who is buying a smartphone. Perhaps the person, in the excitement of having a new device in their hands, does not think about the importance of protecting it at that moment, ending up buying the film elsewhere.
However, if the salesperson is attentive, they will have the sales suggestion on the tip of their tongue. In addition to increasing the average ticket , they can also take the opportunity to delight the customer with suggestions for better protecting the new smartphone. This increases the chances of loyalty.
Another example is offering a case to anyone who buys a camera. In both cases, the goal is to complement the main product and ensure an even better user experience for the customer.
What is Up Selling?
Upselling is another sales technique that involves offering a better or more complete version of a product that the buyer is already interested in . The goal is to convince the buyer to opt for a more expensive service — preferably one with more features and benefits.
Also check out
→ Discover 17 apps for sales representatives that will make your routine easier
Up Sell Examples
To understand this concept, imagine offering a premium version of a software, which has, for example, additional features and more complete support.
In the world of sales, it is essential to seek to identify and even create desires in the consumer's mind. Therefore, the technique must be applied carefully and without anxiety.
Another example is offering a superior version of a product, such as a higher-quality TV or a more advanced camera. In both cases, the goal is to increase the value of the sale and offer the customer something even more complete and satisfactory.
However, you need to be careful!
In both cases, you need to pay attention to the buyer's timing . Constantly seeking cross-selling and up-selling in your sales can end up alienating customers, who think that your only intention is to increase the average ticket. In fact, the idea is to provide consultative sales that is truly beneficial to those who trust your services.
How to use cross selling and up selling in your sales strategy?
With the above information in mind, it’s time to put the techniques into practice. So, learn how to do it in simple steps!
Know your customers
Without a doubt, the first step is to know who you are selling to: their needs, preferences and purchasing habits. This way, you will be prepared to offer something extra or even an upgrade according to their needs.
You can do this by checking the information about the consumer in your sales system or by evaluating their purchase history . In addition, it is important that you keep this information up to date.
Now, imagine that you can do this using the products that already exist in the mix — without any major innovations. Well, that is possible. You just need to know (and correctly apply) the concepts of cross-selling and up-selling in your sales.
Want to know how? Follow along!
What is Cross Selling?
Cross selling is a sales technique that consists of offering the customer a complementary item to what they are already buying . In other words, it is the act of suggesting an additional product that can help the buyer obtain an even better result.
It is a strategy that can be used both in physical stores and in what does a uk mobile number look like B2B e-commerce — and aims to increase the average ticket for each sale.
Read also
→ B2B e-commerce: what it is and how to be successful with online sales
Cross Sell Examples
A classic example of cross-selling is the offer of a screen protector to someone who is buying a smartphone. Perhaps the person, in the excitement of having a new device in their hands, does not think about the importance of protecting it at that moment, ending up buying the film elsewhere.
However, if the salesperson is attentive, they will have the sales suggestion on the tip of their tongue. In addition to increasing the average ticket , they can also take the opportunity to delight the customer with suggestions for better protecting the new smartphone. This increases the chances of loyalty.
Another example is offering a case to anyone who buys a camera. In both cases, the goal is to complement the main product and ensure an even better user experience for the customer.
What is Up Selling?
Upselling is another sales technique that involves offering a better or more complete version of a product that the buyer is already interested in . The goal is to convince the buyer to opt for a more expensive service — preferably one with more features and benefits.
Also check out
→ Discover 17 apps for sales representatives that will make your routine easier
Up Sell Examples
To understand this concept, imagine offering a premium version of a software, which has, for example, additional features and more complete support.
In the world of sales, it is essential to seek to identify and even create desires in the consumer's mind. Therefore, the technique must be applied carefully and without anxiety.
Another example is offering a superior version of a product, such as a higher-quality TV or a more advanced camera. In both cases, the goal is to increase the value of the sale and offer the customer something even more complete and satisfactory.
However, you need to be careful!
In both cases, you need to pay attention to the buyer's timing . Constantly seeking cross-selling and up-selling in your sales can end up alienating customers, who think that your only intention is to increase the average ticket. In fact, the idea is to provide consultative sales that is truly beneficial to those who trust your services.
How to use cross selling and up selling in your sales strategy?
With the above information in mind, it’s time to put the techniques into practice. So, learn how to do it in simple steps!
Know your customers
Without a doubt, the first step is to know who you are selling to: their needs, preferences and purchasing habits. This way, you will be prepared to offer something extra or even an upgrade according to their needs.
You can do this by checking the information about the consumer in your sales system or by evaluating their purchase history . In addition, it is important that you keep this information up to date.