Some of the main concerns of sales managers within companies are: How to increase the average ticket? How to increase conversion rates? What strategies to use and how to apply them? Even with trained sales teams, commercial strategies will only be successful when the company is aware of its customers’ buying behavior. Based on this understanding, cross selling and up selling actions can be included in sales planning . These are strategies that help increase sales and revenue for companies, update the customer experience and add value to the business. What is cross selling Cross selling is every sales operation in which the customer is offered products or services complementary to what he is purchasing, based on prior knowledge of his purchasing interests.
In this type of negotiation the customer can be attracted
By the offer to pay for the additional items at an amount below what he would pay buying the products separately, becoming an advantage for him. Cross selling is also known by its English translation: cross selling. It is a resource widely used to increase VP Maintenance Email Lists sales revenue in companies. Practical examples of the cross selling technique There are examples of cross selling that you can easily identify in various situations in your everyday life. Learn how to assertively offer the most relevant products with these examples of cross-selling techniques: Tip at checkout These purchase suggestions usually appear during the closing process. It’s a highly effective tactic that also serves to demonstrate the breadth of a catalog to customers.
Cross interests in one-off or durable goods purchases
It is a common practice in sales of services that will not be purchased more than once or in the marketing of durable items. In this case, the opportunity is taken to cross a probable interest with a possible extended sale, increasing cash flow. An EC Lists example is the credit cards offered, in a cross-section, to customers who have a checking account, as well as life insurance, which is usually suggested for those who cover a car. Combine items from the same line This is a slightly more personalized approach , but it works on the same principle: you offer complementary items that will work well with the product the customer is about to buy.
