Cross-Selling vs. Upselling

Upselling and cross-selling are strategies that have been used for centuries. Profits are increased and have the possibility of making your customers happy. There’s a complex relationship between upselling and cross-selling, here’s what you should know about the two techniques:

By cross-selling, you are encouraging shoppers to purchase additional items that work accordingly with their original purchase or a product that they already own. Items that could be cross-sold could come from various other departments. For example, if you have a customer shopping for a tv, then you could sell them an entertainment center in conjunction with a Roku stick so that they may convert the television to Smart tv mode.

By upselling, you are selling extensions of the original product choice. Most of the time, upselling coincides with big-ticket items such as televisions or cars. For example, if you’re looking into buying a new car, the dealer may upsell you on a sunroof, leather seats and/or a built-in GPS.

These two techniques are critical for every retailer in every industry. The concepts are boundless and are able to increase the bottom line. The process does not have to be pushy at all, instead, sales people could simple cross-sell and upsell by suggesting these additional purchases.