Marketing - What is Cross-Selling?
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Mar 2, 2023
Dr. Phillip Hartley explains what is Cross-Selling. https://thebusinessprofessor.com/en_US/sales/cross-sell-definition
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Alright, so with salespeople there are a lot of things that need to be done or
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that they need to do in order to be effective, but the most effective sales
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people are really good at something called cross-selling. So what is cross
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selling? Cross-selling is when a salesperson or anybody really suggests what we call complementary goods or services for customers in order to
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increase sales. A key example that we probably are all familiar with is when you go and you order
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a hamburger or you're getting some fast food and the cashier or the clerk says, would you like fries
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with that? That's a really simple example of cross-selling because you were there to buy a
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hamburger or whatever it might be and now they've offered you something that goes well with the item
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that you already plan to purchase. If they don't ask that, you may order the fries anyway
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but you also might not. You might not think about the fries. You might not realize that those are good options
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You know, most of us know that hamburgers and fries go together but if you think about this in the setting of other products a lot of times customers don know what available That when the salesperson needs to engage in cross to help them
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Understand what's available and to kind of encourage them to buy more
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So that's what cross-selling is all about it increases customer profitability it takes somebody who's already a customer and
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and finds a way to help them buy more. And this can be really helpful in the situation where we're promoting new products
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Because again, a lot of times customers don't know about new products, don't know that we now offer them
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So if we don't cross-sell, they probably won't buy it. But if we tell them about it and suggest to them that it goes well with things they're already purchasing
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there's a greater chance that they'll buy the new product, which again would increase customer profitability
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So that's the key to cross-selling, is taking existing customers and helping them along the road of buying other things that they might not have otherwise bought
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This is a key to being a successful and effective salesperson. Among other things that we do, cross-selling really helps salespeople succeed and really helps the organization to increase profits
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