Both up selling and cross selling are a huge part of the essentials of selling.
What is Cross Selling?
Cross selling is selling further products or services to meet identified needs.
It is thinking about what other products and services we have that our customers may need in particular related to the ones they are already using.
For example, a customer calls a travel agent to book a flight, what else might they need?
- Insurance?
- Lounge pass?
- Airport parking?
- Car Hire?
- Accommodation?
What is Upselling?
Upselling is selling a better or greater value product to meet identified needs.
This includes expensive items upgrades, more volume or other add-ons in an attempt to make a more profitable sale.
For example, a customer calls to buy a flight, what could you upsell?
- A better class of ticket?
- Extra legroom seat?
- More luggage allowance?
- Speedy boarding?
We shouldn’t be afraid of cross or up selling as these are both value selling giving the customer more value than they initially anticipated.
The Benefits of Using Upselling
- Increased Revenue – Upselling boost sales by encouraging customers to buy pricier options or add-ons.
- Enhanced value – Customers get more value with upgraded products or services leading to satisfaction and loyalty.
- Better experience – Upselling tailored Solutions shows understanding improving the customer Journey
- Efficient resources – Utilise existing customers for increased sales saving on acquisition costs.
- Competitive Edge – Strategic upselling sets you apart building trust and attracting more customers.
The Benefits of Cross Selling
- Diversified Revenue – Cross selling generates extra income by suggesting complimentary products or services.
- Complete Solutions – Customers benefit from One-Stop shopping finding all they need in one place.
- Increased sales – Cross selling drives more purchases from existing customers boosting profitability.
- Customer engagement – Offering related items keeps customers engaged enhancing their shopping experience.
- Loyalty building – Effective cross selling builds Customer Loyalty through personalised recommendations.
Watch our video on our YouTube channel on Cross Selling Vs Upselling here:
For more information on our sales training please contact Sales Training International on +44 (0) 1704 889325 or email info@salestrainingint.com for more information.
