Cross Selling and Up Selling: Tips for your sales team!
Posted: Mon Dec 23, 2024 5:00 am
Every sales team works with deadlines and goals. Generally speaking, goals are linked to financial bonuses or other prizes as a form of incentive. So far, nothing new. However, with the increase in competition in all niches, retaining customers and hitting targets is an increasingly challenging task for those who work in sales. And that's where the Cross-Selling and Up-Selling methodology comes in . With technique, training and practice, customer loyalty will help salespeople reach their goals, in a game where everyone wins.
This technique is widely used on websites and e-commerce sites that offer related items. However, in these cases, the automation system needs to be very well integrated to be effective.
Continue reading and learn more about it.
Cross Selling and Up Selling – Your sales team will never be the same again
The methodology and technique of Cross Selling and Up Selling is based on the principle of dialogue and listening. When establishing a dialogue about the purchase of a camera, for example, and the customer whatsapp mobile number database free download ends up mentioning that they are going to travel or that the equipment they are looking for is for professional use, the salesperson can ask if they already have other equipment. And, in this way, they will obtain information to know if it makes more sense to offer a tripod, a backpack or even a lens with features for the purpose of capturing images.
Establishing a relationship and paying attention to what the customer says is crucial to making a sale and applying Cross or Up selling. If necessary, write it down!
Speaking of taking notes, it is extremely important, in the case of sales in a physical space, to record data such as email and telephone number to maintain this relationship , sending promotions, offers, content and relevant news.
For both Cross Selling and Up Selling, training is essential. This is because the salesperson needs to learn about the signals that the customer gives so that the customer understands whether it is time to offer a “plus” in the sale or if it is time to respect the customer's time.
But what is Cross Selling and Up Selling?
Cross-selling is the famous complementary sale. I want to buy a pair of sneakers, and the salesperson offers me a pair of socks. I'm looking for a pair of ballet slippers and the salesperson also shows me a pair of leggings that have just gone on sale and match the slippers. I went to buy seeds and the salesperson offered me a pesticide. I decided to buy a camera and was offered a tripod, lens or bag that fits all the equipment that I might one day have.
In short, cross-selling means “complementary sale”. In other words, the seller offers a product that complements what the customer is already interested in buying. But be careful, it is complementary. So it doesn’t make sense for a person to go into a store to buy a mattress and instead of offering a cover or a set of bed linens, the seller says “do you want to take advantage and buy a wardrobe?” Trying to push anything at any cost will discredit the seller and the store, or business.
Up Selling, as the name suggests, is an “upgrade” in sales. In other words, in the case of someone who is already a customer, it is almost a guaranteed sale, as there is already a relationship of trust. And in the case of a new customer, who is buying for the first time, it is an opportunity to win them over so that they can join your business’s customer base.
For example, in the case of telephone plans, software system contracting , internet plans (residential or commercial, among others), the seller offers a better option that has advantages or bonuses under the plan of interest to the customer.
Examples of Cross Selling and Up Selling in different types of business
Do you know when you buy a pair of glasses and receive an email or other offers for accessories that match them? That's cross-selling automation coming into play. Or, when you receive a satisfaction survey, product evaluation or related questionnaires? It's an automated way for the database to filter for cross or up-selling, and understand what and when to offer you. Cross and Up-Selling training and communication is closely linked to understanding what stage of the purchasing journey that customer is at.
Buying a car – the salesperson may offer to let the customer leave the dealership with the vehicle insured. (Cross)
By placing a protective film on your cell phone, you can offer a case. (Cross)
When choosing a software system, you may be offered a plan that includes automation or intranet. (Up)
A travel agency can offer accommodation with one more star than the plan initially chosen (Up) with an additional tour (cross)
Attention! Cross and Up selling is a methodology that has absolutely nothing to do with tied selling, which, according to the consumer protection code , is a crime!
If you would like other examples or suggestions on how to apply the cross-selling and up-selling technique , please contact us. We will be happy to help.
This technique is widely used on websites and e-commerce sites that offer related items. However, in these cases, the automation system needs to be very well integrated to be effective.
Continue reading and learn more about it.
Cross Selling and Up Selling – Your sales team will never be the same again
The methodology and technique of Cross Selling and Up Selling is based on the principle of dialogue and listening. When establishing a dialogue about the purchase of a camera, for example, and the customer whatsapp mobile number database free download ends up mentioning that they are going to travel or that the equipment they are looking for is for professional use, the salesperson can ask if they already have other equipment. And, in this way, they will obtain information to know if it makes more sense to offer a tripod, a backpack or even a lens with features for the purpose of capturing images.
Establishing a relationship and paying attention to what the customer says is crucial to making a sale and applying Cross or Up selling. If necessary, write it down!
Speaking of taking notes, it is extremely important, in the case of sales in a physical space, to record data such as email and telephone number to maintain this relationship , sending promotions, offers, content and relevant news.
For both Cross Selling and Up Selling, training is essential. This is because the salesperson needs to learn about the signals that the customer gives so that the customer understands whether it is time to offer a “plus” in the sale or if it is time to respect the customer's time.
But what is Cross Selling and Up Selling?
Cross-selling is the famous complementary sale. I want to buy a pair of sneakers, and the salesperson offers me a pair of socks. I'm looking for a pair of ballet slippers and the salesperson also shows me a pair of leggings that have just gone on sale and match the slippers. I went to buy seeds and the salesperson offered me a pesticide. I decided to buy a camera and was offered a tripod, lens or bag that fits all the equipment that I might one day have.
In short, cross-selling means “complementary sale”. In other words, the seller offers a product that complements what the customer is already interested in buying. But be careful, it is complementary. So it doesn’t make sense for a person to go into a store to buy a mattress and instead of offering a cover or a set of bed linens, the seller says “do you want to take advantage and buy a wardrobe?” Trying to push anything at any cost will discredit the seller and the store, or business.
Up Selling, as the name suggests, is an “upgrade” in sales. In other words, in the case of someone who is already a customer, it is almost a guaranteed sale, as there is already a relationship of trust. And in the case of a new customer, who is buying for the first time, it is an opportunity to win them over so that they can join your business’s customer base.
For example, in the case of telephone plans, software system contracting , internet plans (residential or commercial, among others), the seller offers a better option that has advantages or bonuses under the plan of interest to the customer.
Examples of Cross Selling and Up Selling in different types of business
Do you know when you buy a pair of glasses and receive an email or other offers for accessories that match them? That's cross-selling automation coming into play. Or, when you receive a satisfaction survey, product evaluation or related questionnaires? It's an automated way for the database to filter for cross or up-selling, and understand what and when to offer you. Cross and Up-Selling training and communication is closely linked to understanding what stage of the purchasing journey that customer is at.
Buying a car – the salesperson may offer to let the customer leave the dealership with the vehicle insured. (Cross)
By placing a protective film on your cell phone, you can offer a case. (Cross)
When choosing a software system, you may be offered a plan that includes automation or intranet. (Up)
A travel agency can offer accommodation with one more star than the plan initially chosen (Up) with an additional tour (cross)
Attention! Cross and Up selling is a methodology that has absolutely nothing to do with tied selling, which, according to the consumer protection code , is a crime!
If you would like other examples or suggestions on how to apply the cross-selling and up-selling technique , please contact us. We will be happy to help.